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Table of Contents

                            Other Books by This Author
Title Page
Copyright
Contents
Introduction Why Another Book on Negotiation?
Part I - The Skillful Negotiator
	1 - What Is Negotiation?
	2 - Negotiation’s Four Possible Outcomes
	3 - The Three Critical Elements: Time, Information, and Power
	4 - Questioning Skills: How to Uncover Your Counterpart’s Needs
	5 - Listening Skills: A Powerful Key to Successful Negotiating
	6 - Nonverbal Behavior: The Language of Negotiating
	7 - Building Trust in Negotiation
	8 - Sharks, Carp, and Dolphins: Your Negotiating Counterparts
	9 - The Role of Negotiating Styles
	10 - Preparing to Negotiate
Part II - 101 Tactics for Successful Negotiation
Index of Tactics
Acknowledgments
Endnotes
Bibliography
About the Authors