Contents
Chapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process
Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs
Chapter 3: 'Of Course I Am A Team Player … They End Up Seeing My Way … Eventually!': How to prepare your team for a negotiation
Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation
Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact
Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy
Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation
Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing
Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interests
Chapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers
Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation
Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice
Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiations
Chapter 14: Conclusion