目录 1
【前言】成功谈判·商场无败 1
Chapter 1 Daily Negotiations 日常谈判 1
Chapter 2 Sometimes It's Fast and Easy 快速、简单的谈判 15
Chapter 3 Playing Fair 公平交易 29
Chapter 4 Honesty is the Best Policy 诚实是上策 41
Chapter 5 Motivation 动机 47
Chapter 6 Lawyers As Professional Negotiators 谈判专家——律师 57
Chapter 7 Asking the Right Questions 恰当提问 69
Chapter 8 The Non-Dealer 谈判傀儡 87
Chapter 9 Preparing for the Negotiation Session 准备谈判 101
Chapter 10 Increase the Quantity 增加数量 113
Chapter 11 Modify the Delivery Date 修改交货日期 119
Chapter 12 Alter the Point of Delivery 改变交货地点 123
Chapter 13 Alter the Schedule of Payments 改变付款日期 131
Chapter 14 Alter the Time Frame 改变时间日程 137
Chapter 15 Dream Chips or Give Away Chips 虚张声势的谈判筹码 145
Chapter 16 Countering Give Away Chips 回应虚张型筹码 167
Chapter 17 Negotiations Staff Who to Bring 谈判成员的筛选 179
Chapter 18 Friendly Helpful Lawyers 友善助人的律师 195