Contents
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
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