Learn the fundamentals of successfully negotiating for your clients. You'll learn how to engage other principals, and uncover their motivations. You will also learn how to use powerful negotiating tactics, and how to counter them when used against you.
 

Section 1 – An Overview of How Negotiating Affects Our Lives
Introduction
Chapter 1 – Negotiating in our Everyday Lives
Chapter 2 - Taking Cultural Values into Account
Chapter 3 – Defining Issues and Processes
 
Section 2 – Involving and Understanding the Other Parties
Chapter 1 – Involving other Parties in the Negotiation
Chapter 2 – Understanding the other Parties to a Negotiation
Chapter 3 – Withholding judgment and inferences
 
Section 3 – Reaching Agreement and Resolution
Chapter 1 – Confrontations
Chapter 2 – The Power of the Written Word
 
Section 4 – Negotiating Tactics and Their Defenses
Chapter 1 - Basic Tactics and Defenses
Chapter 2 – Conclusion