Originally from Negotiation: On and Off the Record

Table of Contents

A. INTRODUCTION
    1. In General
    2. Power
    3. Win/Win

B. FACTORS AFFECTING NEGOTIATION

C. NEGOTIATION STYLES
    1. In General
    2. Distributive Bargaining
    3. Integrative or Cooperative Bargaining

D. PLANNING
     1. In General
     2. Target Point
     3. Reservation Value

E. PRELIMINARY STAGE

F. INFORMATION EXCHANGE

G. BARGAINING
    1. In General
    2. Saying No
    2. Making the First Offer
    3. Concession Patterns
    4. Closing

H. AGREEMENT

I. IRRATIONALITY
    1. In General
    2. Unrealistic Expectations
    3. Escalation of Commitment
    4. Fixed-Pie Myth
    5. Anchors
    6. Frames

J. COMBATTING IRRATIONALITY
    1. In General
    2. Best Alternative to a Negotiated Agreement (BATNA)
    3. Reservation Price
    4. Target
    5. Zone of Possible Agreement (ZOPA)
    6. Information
    7. Interests and Positions
    8. Fairness
    9. Trust

K. TOM COLOSI’S TEN COMMANDMENTS OF NEGOTIATION