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Table of Contents
|An introduction to negotiation: why isn't negotiation more straightforward?|
|The essence of negotiation: what is at the core of any negotiation?|
|The knight's move: being strategic in negotiation|
|The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow?|
|A negotiation script and other ways to manage a negotiation|
|Digging deep and dealing with differences|
|Exploring options by creating an opportunity for a 'light bulb' moment|
|The end-game exchange|
|Negotiating on behalf of others|
|Cross-cultural negotiations: different, but much the same|
|Becoming an effective negotiator|
|Table of Contents provided by Publisher. All Rights Reserved.|