Originally from Negotiation: On and Off the Record

Table of Contents

A. INTRODUCTION
    1. In General
    2. Litigation
    3. Transactional Negotiations
    4. Competition

B. BASICS OF NEGOTIATION
    1. In General
    2. Negotiation Compared with Other Decision-Making Processes

C. IMPORTANCE OF GROUND RULES
    1. In General
    2. Lessons from Process Negotiations

D. RELATIONSHIPS AND TRUST
    1. In General
    2. Importance of Trust
    3. Communication
    4. Education
    5. Understanding Expectations
    6. Managing Expectations
    7. Stability

E. BASIC JOB OF A NEGOTIATOR
    1. In General
    2. Managing Expectations
    3. Creating Doubts

F. FUNDAMENTALS OF THE PROCESS
    1. Assumptions
    2. Facts
    3. Assertions
    4. Values

G. IMPORTANCE OF PRIVACY
    1. In General
    2. Revealing Events

H. SUMMARY