Introduction 1
Why are people afraid of negotiating？ 2
What is the aim of this book？ 3
How the book is organized 3
How to use the book 4
1 Key principles and mistakes 4
Basic principles 8
Common negotiating mistakes 10
2 Managing the negotiation process 11
Review questions 16
Step1：Preparing for negotiation 18
Step2：Developing a strategy 23
Step3：Getting started 33
Step4：Building understanding 35
Step5：Bargaining 41
Step6：Closing 47
Review questions 51
Case study：The Temperamental Talent 52
3 Negotiating within groups 58
Organizing successful meetings 59
Communicating with impact 61
Looking for creative solutions 64
Achieving consensus 69
Case study：Mawdesley Electronics Company 71
Review questions 71
4 Negotiating between groups 79
Teamwork 80
Forming coalitions 82
Building integrative agreements 85
Review questions 89
Case study：International Computer Systems 90
5 Negotiating among cultures 95
Understanding different cultures 96
Adopgting culture-specific strategies 107
Review questions 110
Case study：Borg-Warner Chemicals 111
Guidelines for preparing your negotiation 119
6 Toolbox 119
Key questions in developing your strategy 120
Guidelines for opening the negotiation 121
Guidelines for building understanding 121
Guidelines for managing your concession making 122
Guidelines for breaking deadlocks 123
Guidelines for improved problem solving 124
Guidelines to facilitate movement towards agreement 124
Guidelines for closing the negotiation 125
Check-list for reviewing the negotiation 125
Bibliography 127
Appendix 129
Index 167