TITLE : FAIL-SAFE BUSINESS NEGOTIATING: STRATEGIES AND TACTICS FOR SUCCESS.

 
CONTENTS
 
Preface                                                           xiii
 
Chapter 1
THE BASIC APPROACH,
1
 
Chapter 2
PRENEGOTIATION PLANNING FOR THE BUSINESS PRO,
10
 
Chapter 3
PRENEGOTIATION MANEUVERS,
22
 
Chapter 4
THE THREE STRATEGIC POSITIONS IN EVERY NEGOTIATION,                 39
 
Chapter 5
THE PSYCHOLOGY OF PRESENTING YOUR POSITION,
51
 
Chapter 6
SCORING HIDDEN VICTORIES,
64
 
Chapter 7
PDC FOR FAILSAFE NEGOTIATION,
115
 
Chapter 8
OBTAINING ACCEPTANCE,
141
 
Chapter 9
THE MANAGER AS NEGOTIATOR,
162
 
Chapter 10
NEGOTIATING YOUR WAY TO CAREER SUCCESS,
190
 
Chapter 11
SPECIAL NEGOTIATING CONSIDERATIONS FOR WOMEN EXECUTIVES,
266
 
Chapter 12
EXAGGERATION, BLUFFING, LYING AND ILLEGAL CONDUCT,
281
 
Bibliography                                                       286
 
Index                                                              298