Introduction to this book 1 1
Part One:Phases 2
Phases of negotiation 5 2
Preparation 7 3
Establishing rapport 28 4
Discussion:starting the negotiation 35 5
Proposals 47 6
Bargaining 58 7
Reaching settlement 68 8
Questions and answers 79 9
Part Two:Approach 10
Approaches to the negotiation 91 10
Body language 95 11
Rapport 101 12
Culture 107 13
Diplomatic language 118 14
Handling problems 127 15
Part Three:Evaluation 16
Preparing for a negotiation 137 16
Cross-cultural checklist 144 17
Evaluating your performance 149 18