∗ Overcome acts of self–sabotage
∗ Increase your bargaining power
∗ Establish the terms of your advocacy and encourage a collaborative discussion
∗ Encourage a collaborative discussion
∗ Think about the negotiation process in a whole new way
Everyday Negotiation provides a clear, practical guide to the hidden machinations that are at work in every bargaining situation.
Introduction Recognizing the Hidden Agendas in Everyday Negotiation.
Part One: The Power of Advocacy: Promoting Your Interests Effectively.
Chapter 1. Staying Out of Your Own Way.
Chapter 2. Making Strategic Moves.
Chapter 3. Resisting Challenges.
Part Two: The Promise of Connection: Building a Collaborative Relationship.
Chapter 4. Laying the Groundwork.
Chapter 5. Engaging Your Counterpart.
Chapter 6. Getting Collaboration to Work.
Part Three: Putting It All Together: Balancing Advocacy and Connection.
Chapter 7. Crafting Agreements.
Chapter 8. Negotiating Change.
About the Authors.