Includes index.

Whether negotiating a critical agreement, closing a deal, or advancing one's goals, almost every interaction involves some kind of negotiation, yet so few understand the process. Ch. 1. Learning to Negotiate from Other Cultures -- Ch. 2. Winning in Negotiation -- Ch. 3. The Super-Winners in Business Are Always Win-Win Negotiators -- Ch. 4. Bargaining Power: Making the Most of the Power You Have -- Ch. 5. New Insights: What Makes a Good Negotiator and a Successful Team -- Ch. 6. The Strategy of Long-Lasting Relationships and Partnerships -- Ch. 7. Setting Reachable Targets -- "Ready -- Fire -- Aim" -- Ch. 8. The Strategy of Taking on a Firm Price -- Ch. 9. The Strategy of Defending Your Selling Price -- Ch. 10. The Strategy of Planning and Preparation -- Part II Negotiating Tactics and Defenses -- Ch. 11. Powerful Demand and Offer Tactics -- Ch. 12. Time Pressure Tactics and Defenses -- Ch. 13. Authority and Lack of Authority Pressures -- Ch. 14. Gaining and Maintaining the Initiative -- Ch. 15. How Others May Try To Intimidate You and What to Do About It -- Ch. 16. Ten Borderline and Dirty Tricks to Watch Out For -- Ch. 17. The Art of Breaking a Deadlock -- Ch. 18. Closing Strategies and Tactics -- Ch. 19. Dr. Karrass' Prescription for Success.