| Introduction | p. ix |
| Before You Start | |
| The ABCs of Negotiation | p. 3 |
| Why Negotiate? | p. 3 |
| Know Yourself and Your Goals | p. 6 |
| Know Your Opponent | p. 9 |
| Common and Conflicting Objectives | p. 11 |
| Analyze the Alternatives | p. 12 |
| Timing Is Everything | p. 14 |
| A World of Possibilities | p. 19 |
| Business-or Pleasure? | p. 19 |
| Location, Location Location | p. 22 |
| Personalities at Play | p. 24 |
| Deadlines and Delays | p. 29 |
| The Business of Body Language | p. 32 |
| Avoiding Pitfalls | p. 37 |
| Dealing with Difficult People | p. 37 |
| The Stress Factor | p. 40 |
| Managing Concessions | p. 41 |
| Weighing Risks | p. 43 |
| The Closing Stage | p. 44 |
| Case Study-Difficult People | p. 45 |
| How to Get the Best Deal | |
| Negotiator Beware: Common Tricks and Tactics | p. 53 |
| Good Guy/Bad Guy | p. 53 |
| The Straw-Man Technique | p. 55 |
| "One-Time Only" Offers | p. 56 |
| Game Delay | p. 58 |
| The Element of Surprise | p. 59 |
| False Concessions | p. 61 |
| Add-Ons and Nibbling | p. 62 |
| Case Study-Tricks Traps, and Tactics | p. 63 |
| The Balance of Power | p. 69 |
| When You're the Underdog | p. 69 |
| If You're Not Ready Yet | p. 72 |
| One Winner, One Loser | p. 73 |
| When No One Wins | p. 74 |
| Knowing When to Opt Out | p. 75 |
| Case Study-Be Prepared | p. 77 |
| Clinching the Deal | p. 83 |
| Know What to Expect | p. 83 |
| When and How to Close | p. 85 |
| ColdFeet | p. 86 |
| Extras and Perks | p. 88 |
| Success! | p. 90 |
| Case StudyùClosing with Confidence | p. 91 |
| Putting it in Writing | p. 97 |
| All about Contracts | p. 97 |
| Deciding on Details | p. 99 |
| MaKe a List and Check It Twice | p. 101 |
| Contract Law | p. 103 |
| The Litigation Option | p. 105 |
| Dispute Resolution Alternatives | p. 106 |
| Case StudyùThe Devil's in the Details | p. 109 |
| Building Confidence and Skills | p. 113 |
| Act It Out | p. 113 |
| Play Devil's Advances | p. 115 |
| Go Shopping | p. 116 |
| Go Out to Eat | p. 119 |
| Practice at Work | p. 12 |
| Practice at Home | p. 124 |
| Case Study-Some Conversations at the Flea Market | p. 126 |
| Common Negotiations | |
| Buying a Home | p. 133 |
| The Real Estate Market | p. 133 |
| Offers and Counteroffers | p. 136 |
| The Emotions of House Hunting | p. 139 |
| For Sale by Owner | p. 141 |
| The Closing | p. 143 |
| Case StudyùReal Estate Negotiating | p. 144 |
| Negotiating with Your Kids | p. 149 |
| Parenting Styles | p. 149 |
| Sibling Rivalry | p. 151 |
| Do Your Homework | p. 153 |
| Chores | p. 154 |
| Allowance | p. 157 |
| Snack Time | p. 158 |
| Case Study-Who Gets the Car Tonight? | p. 161 |
| Great Negotiations | p. 167 |
| Establish Trust | p. 167 |
| Build Relationships | p. 170 |
| "See" the Deal | p. 173 |
| It's All about Communication | p. 176 |
| Never Sell Yourself Short | p. 177 |
| A Learning Experience | p. 178 |
| Enjoy the Ride | p. 181 |
| Case Study-Negotiate with Confidence | p. 182 |
| Quick-Reference Checklists | p. 187 |
| Glossary | p. 191 |
| Resources | p. 197 |
| Index | p. 201 |
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