Part I Core Concepts: What Is Really Going on Behind the Scenes
Chapter 1 The Settlement Range
Chapter 2 The Negotiation Cycle
Part II Building the Foundation for the Negotiation
Chapter 3 Gathering Information
Chapter 5 Information to Not Blab and Timing
Part III Negotiation Strategies
Chapter 6 Expectations and Perceptions
Chapter 7 Setting Up a Negotiation
Chapter 9 Win-Win Outcomes: Myths and Realities
Chapter 11 Verbal and Emotional Tactics
Chapter 12 Managing Time and the Perceptions of Time
Chapter 15 The Art of the Concession
Part VI Putting It All Together
..................Content has been hidden....................
You can't read the all page of ebook, please click here login for view all page.