TITLE : BARGAINING FOR ADVANTAGE: NEGOTIATION STRATEGIES FOR REASONABLE PEOPLE.

 
ACKNOWLEDGMENTS                               vii
 
INTRODUCTION: It's Your Move                  xi
 
PART I- The Six Foundations of Effective Negotiation        1
 
CHAPTER 1: The First Foundation: Your Bargaining Style      3
 
CHAPTER 2: The Second Foundation:
 
           Your Goals and Expectations          22
 
CHAPTER 3: The Third Foundation:
 
           Authoritative Standards and Norms       39
 
CHAPTER 4: The Fourth Foundation: Relationships         58
 
CHAPTER 5: The Fifth Foundation: The Other Party's Interests    76
 
CHAPTER 6: The Sixth Foundation: Leverage                 89
 
PART II: The Negotiation Process         115
 
CHAPTER 7: Step 1: Preparing Your Strategy 117
 
CHAPTER 8: Step 2: Exchanging Information                  132
 
CHAPTER 9: Step 3: Opening and Making Concessions          156
 
CHAPTER 10: Step 4: Closing and Gaining Commitment          177
 
CHAPTER 11: Bargaining with the Devil Without
            Losing YourSoul:Ethics in Negotiation   201
 
CHAPTER 12: Conclusion: On Becoming an Effective Negotiator 235
 
APPENDIX A: A Note on Your Personal Negotiation Style    243
 
APPENDIX B: Information-Based Bargaining Plan 247
 
NOTES                                     249
 
SELECTED BIBLIOGRAHPHY                     275
 
INDEX                                     278