Reviewing the Record Books and Old Press Clips
This chapter discusses the importance of knowing the team and players you're negotiating with....
Spring Training Takes More Than One Day
This chapter discusses the steps a leader must take in order to prepare for negotiations....
Choosing the Right Playing Field
This chapter discusses the factors that should be considered when selecting the site where negotiations will take place....
Finalizing Strategies for the Game
This chapter discusses strategic decisions that ought to be made prior to negotiations....
Useful Tactics
This chapter discusses tactics for and expectations during negotiations....
Techniques for Effective Negotiating Communications
This chapter discusses communication techniques for negotiations....
As the Clock Winds Down
This chapter discusses the waning stages of negotiations....
Post-Game Niceties
This chapter discusses behaviors to perform and avoid following negotiations....
The Post-Game Wrap-Up
This chapter discusses the thorough review that should be made following a negotiation....
International Negotiations
This chapter includes points to keep in mind when negotiations are international in nature....
U.S. Government Contracting
This chapter includes points to keep in mind when negotiations are with the government....
Appendix A: Checklist for the Ideal Negotiator
Back matter pages come after the papers or chapters in a published work. This back matter contains a checklist for the ideal negotiator....
Appendix B: Ten Primary Reasons for Failure in Negotiation
Back matter pages come after the papers or chapters in a published work. This back matter contains ten primary reasons for failure in negotiation....
Appendix C: Checklist on How to Break Contract Deadlocks
Back matter pages come after the papers or chapters in a published work. This back matter contains a checklist on how to break contract deadlocks....
Appendix D: Checklist for Your Negotiating Effectiveness
Appendix E: Checklist on How to Improve Listening Skills
Appendix F: Attitudes Communicated Non-Verbally
Appendix G: Recommended Reading
Appendix H: Negotiation Case Study
Durability of Armor Stone for Rubble Mound Structures
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