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 |
Table of Contents provided by Ingram. All Rights Reserved. |