Originally from Negotiation: On and Off the Record

Table of Contents

A. TABLE MANNERS
    1. One-Third Concept of Communication
    2. Rolling Ball Concept of Negotiation
    3. Exchanging Information
    4. Empathize
    5. Paraphrase Their Statements
    6. Backtracking
    7. Summarize Often
    8. Problem Solving
    9. Ask More Questions
    10. Problem Solving Emotional Exchanges

B. RESPONDING TO TACTICS
    1. Generally
    2. Take Notes
    3. Close on Your Words
    4. Recommendation and Ratification
    5. Destabilizers
    6. Implementation
    7. Enforcement
    8. Mediation/Arbitration Clauses