On negotiating -- The cooperative process -- People -- Preparing for negotiation -- Assumptions -- What motivates us? -- The need theory of negotiation -- The use of questions -- How to recognize needs -- Negotiating techniques -- Creative-alternative attitudes -- Purchasing and selling negotiations -- Real estate negotiations -- Deals and negotiation -- Corporate negotiations -- Labor relations and creative alternatives -- Law, lawsuits, and effective negotiation -- Reasoning and the negotiation process -- Negotiation: the twilight-zone science -- Time-binding: an ethical negotiating methodology -- Success.
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