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Table of Contents
|Essentials of Negotiation|
|Negotiation: The Mind and the Heart|
|Preparation: What to Do Before Negotiation|
|Distributive Negotiation: Slicing the Pie|
|Win-Win Negotiation: Expanding the Pie|
|Advanced Negotiation Skills|
|Developing a Negotiating Style|
|Establishing Trust and Building a Relationship|
|Power, Persuasion, and Ethics|
|Creativity and Problem Solving in Negotiations|
|Applications and Special Scenarios|
|Multiple Parties, Coalitions, and Teams|
|Tacit Negotiations and Social Dilemmas|
|Negotiating via Information Technology|
|Are You a Rational Person? Check Yourself|
|Nonverbal Communication and Lie Detection|
|Negotiating a Job Offer|
|Table of Contents provided by Publisher. All Rights Reserved.|