Contents at a Glance

Foreword ....................................................................xix

Introduction .................................................................1

Part I: Preparing to Negotiate .......................................7

Chapter 1: Negotiating for Life..........................................................................................9

Chapter 2: Knowing What You Want and Preparing to Get It .....................................21

Chapter 3: Mapping the Opposition...............................................................................41

Chapter 4: Knowing the Marketplace ............................................................................53

Chapter 5: Setting Goals ..................................................................................................63

Chapter 6: Setting and Enforcing Limits........................................................................73

Part II: Getting Your Point Across ................................87

Chapter 7: Listening — Really, Truly Listening ............................................................89

Chapter 8: Asking the Right Questions........................................................................103

Chapter 9: Listening to Body Language.......................................................................119

Chapter 10: Tuning In to Your Inner Voice ..................................................................141

Chapter 11: Being Crystal Clear: Telling It Like It Is...................................................151

Part III: Getting Past the Glitches to Close It Up.........173

Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons .......................175

Chapter 13: Dealing with Difficult People and Situations..........................................195

Chapter 14: Closing the Deal and Feeling Good About It ..........................................209

Chapter 15: When the Deal Just Won’t Seem to Close...............................................235

Part IV: Conducting Cross-Cultural

and Complex Negotiations .........................................255

Chapter 16: International Negotiating .........................................................................257

Chapter 17: Negotiating with the Opposite Sex..........................................................277

Chapter 18: Complex Negotiations...............................................................................293

Chapter 19: Blind Negotiating: Telephone and Internet ............................................313

Part V: The Part of Tens ............................................327

Chapter 20: Ten Personality Traits of Top Negotiators.............................................329

Chapter 21: Ten Key Negotiations of Your Life...........................................................335

Index .......................................................................349