Chapter 1:THE ROLE OF THE CHIEF NEGOTIATOR 1
Chapter 2:CHOOSING YOUR TEAM 8
Chapter 3:CONTROLLING NEGOTIATIONS 13
Chapter 4:INITIATING NEGOTIATIONS 21
Chapter 5:FACE-TO-FACE 37
Chapter 6:THE FUNCTION OF BIAS 44
Chapter 7:SITE SELECTION 48
Chapter 8:THE AGENDA 52
Chapter 9:ABOUTTRANSLATORS 60
Chapter 10:NEGOTIATING STYLES,PART 1 66
Chapter 11:NEGOTIATING STYLES,PART 2 79
Chapter 12:PLANN ING TO WIN 91
Chapter 13:COUNTERING PERSONAL STRATEGIES 102
Chapter 14:COUNTERING TEAM STRATEGIES 106
Chapter 15:SELECTING TACTICS 115
Chapter 16:CLOSINGTHE DEAL 133
Chapter 17:REPORTING RESULTS 136
Chapter 18:COMMITMENT 138
Chapter 19:STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY 142
Chapter 20:GLOSSARY 175
Chapter 21:RESOURCES 181