CONTENTS PREFACE
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INTRODUCTION Negotiation matters now more than ever Negotiation is a journey Connecting the dots Frequently Asked Questions and structure of the book
BEFORE WE START OUR JOURNEY Dilemmas that always raise their head Are you aware of the dynamic of the negotiation? Everything is negotiation: my vision, a definition and a few concepts Interests always play a central role What’s your angle? Negotiating and dealing with conflicts: what’s your preferred style?
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THE JOURNEY: VALUES AND GUIDES FOR YOUR THOUGHTS AND ACTIONS Openness, respect and fairness Seven guides, that cover: Relationship and content Trust and verification Interests and positions My options and theirs Sharing and fairness My BATNA and theirs Structure and process
EVERYTHING COMES TOGETHER AT THE NEGOTIATING TABLE Building the right atmosphere and relationship Structured steps at the start Extra attention to the relationship Extra attention to the structure and process The core of the negotiation Multi-level and multi-party aspects When are you satisfied?
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