Originally from Negotiation: On and Off the Record

Table of Contents

A. INTRODUCTION
    1. Generally
    2. Insecurity
    3. Motivating Hierarchy
    4. Organizational Relationships

B. NEGOTIATING WITH YOUR RATIFIERS
    1. Generally
    2. Sharing Information
    3. Prenegotiations
    4. The CEO and Negotiations

C. MANAGING THE INTERNAL DIMENSION
    1. Composition of Negotiation Team
    2. Understanding Behavior
    3. Preparation
    4. Planning for Negotiation Meeting
    5. Prenegotiating Team Behavior for Active Meeting Phase
    6. Team Caucuses
    7. Win/Lose Dynamic

D. MANAGING THE HORIZONTAL DIMENSION
    1. Prenegotiation with the Other Side
    2. Homework

E. NEGOTIATING HORIZONTALLY AT THE TABLE
    1. Generally
    2. Control of the Process
    3. Avoid Destabilizing
    4. Notify the Other Side of Your Intentions
    5. Conduct the Negotiations in Private
    6. Treat the Other Side with Respect
    7. Have a Good BATNA
    8. Manage the Time and Information Variables

F. SUMMARY