Contents at a Glance
Foreword ....................................................................xix
Introduction .................................................................1
Part I: Preparing to Negotiate .......................................7
Chapter 1: Negotiating for Life..........................................................................................9
Chapter 2: Knowing What You Want and Preparing to Get It .....................................21
Chapter 3: Mapping the Opposition...............................................................................41
Chapter 4: Knowing the Marketplace ............................................................................53
Chapter 5: Setting Goals ..................................................................................................63
Chapter 6: Setting and Enforcing Limits........................................................................73
Part II: Getting Your Point Across ................................87
Chapter 7: Listening — Really, Truly Listening ............................................................89
Chapter 8: Asking the Right Questions........................................................................103
Chapter 9: Listening to Body Language.......................................................................119
Chapter 10: Tuning In to Your Inner Voice ..................................................................141
Chapter 11: Being Crystal Clear: Telling It Like It Is...................................................151
Part III: Getting Past the Glitches to Close It Up.........173
Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons .......................175
Chapter 13: Dealing with Difficult People and Situations..........................................195
Chapter 14: Closing the Deal and Feeling Good About It ..........................................209
Chapter 15: When the Deal Just Won’t Seem to Close...............................................235
Part IV: Conducting Cross-Cultural
and Complex Negotiations .........................................255
Chapter 16: International Negotiating .........................................................................257
Chapter 17: Negotiating with the Opposite Sex..........................................................277
Chapter 18: Complex Negotiations...............................................................................293
Chapter 19: Blind Negotiating: Telephone and Internet ............................................313
Part V: The Part of Tens ............................................327
Chapter 20: Ten Personality Traits of Top Negotiators.............................................329
Chapter 21: Ten Key Negotiations of Your Life...........................................................335
Index .......................................................................349
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