Table of Contents:
- Chapter 1 Understanding the Negotiations Game
- Chapter 2 Planning a Strategy
- Chapter 3 Legal, Negotiations Management Issues, and Ethics
- Chapter 4 Getting Good Data
- Chapter 5 Costing Your Plan and the Other Side's Proposals
- Chapter 6 Winning Approval for Your Strategy, Internal Negotiations
- Chapter 7 Committing Necessary Resources
- Chapter 8 Establishing a Perceived "Win-Win" Outcome
- Chapter 9 Team Bargaining
- Chapter 10 Negotiation Preliminaries--The First Battles
- Chapter 11 The Opening Game
- Chapter 12 The Mid-Negotiation Process
- Chapter 13 The End Game and Clock Management
- Chapter 14 Following Up on Your Results