TITLE : BARGAINING FOR RESULTS

Contents
 
 
Preface  vii
1  The Exploration of Power  1
2  The Top Ten Principles of Bargaining  9
3  Laying the Foundations for Results  31
4  Bargaining Behaviour  49
5  Mobilizing Bargaining Power  69
6  Setting up the Deal  99
7  Probing and Presenting  131
8  Resistance and Pressure  154
9  Handling Price  172
10 Demands, Concessions and Movement  199
11 Conflict Bargaining and Disputes  218
12 The Settlement  244
Answer to Questions  265
Index  279