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Negotiation Booster
Cover
Half-Title Page
Title Page
Copyright
Dedication
Description
Contents
About the Author
Introduction
Part I Negotiation Booster Primer
Chapter 1 Ego-tiation is the New Negotiation
Chapter 2 Prime Yourself for Success
Chapter 3 Opening Offer: The Anchoring Effect
Chapter 4 On Alternatives: We Won the Lottery!
Chapter 5 Manage Perception to Win Negotiations
Chapter 6 The Three-Dimensional (3D) Perception Model
Chapter 7 Impression Management: The Attribution Trap
Chapter 8 On Profiling: Do Not Use a Gun for a Mosquito
Chapter 9 Choose the Right Strategy
Chapter 10 How to Impact Behavior: The Feel–Think–Act Trio
Chapter 11 On Listening: The Ego Whisperer
Chapter 12 Two-Dimensional Listening
Chapter 13 On Creating a Bond: Tell Me a Story
Chapter 14 Beyond Mars and Venus: Gender and Negotiations
Chapter 15 The Impact of Culture on Negotiation
Chapter 16 Virtual Negotiation
Chapter 17 Negotiation is a Mirror
Chapter 18 Negotiation Booster
Part II Negotiation Booster Sealer
Case 1 The Redline Documents Power Struggle
Case 2 What Lies Beneath the Iceberg Tip
Case 3 Labels are a Self-Fulfilling Prophecy
Case 4 Do Not Split the Cake, Bake a Larger One
Case 5 There is Always an Alternative
Case 6 Communicate to Win
Case 7 Perception is the Only Reality
Case 8 Basic Instincts
Part III Negotiation Booster Implementor
The Negotiation Matrix
Glossary of Negotiation Terms
Works Cited
References
Index
Backcover
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