Introduction 2
Who's who in Effective Negotiating 5
1 Preparing the ground 6
2 Setting the agenda 14
3 Establishing positions 22
4 Clarifying positions 28
5 Managing conflict 36
6 Making and responding to proposals 44
7 Bargaining 50
8 Conclusion and agreement 58
Vocabulary＆notes 66
Supplementary exercises＆suggested answers 89
Answer key 101
Listening tapescript 117
VCD transcript 123