Introduction 1
Chapter 1 The Basis of Negotiation 7
Chapter 2 Prepare or Beware 29
Chapter 3 Communication 51
Chapter 4 Strategic Education 75
Chapter 5 Creativity 95
Chapter 6 Ready,Willing and Wait a Minute 113
Chapter 7 The Main Event 129
Chapter 8 Post-Negotiation Strategies 159
Chapter 9 The"X"-Files 173
Chapter 10 The Handy Guide to the Three Most Common Negotiations 203
Chapter 11 The Negotiating Arena 231
Answer Key 255
About the Author 265