Chapter 1:THE ROLE OF THE CHIEF NEGOTIATOR
Small Stage, Big Part
Chapter 2:CHOOSING YOUR TEAM
Big Guns, Little Guns
Chapter 3:CONTROLLING NEGOTIATIONS
Who's Calling the Shots?
Chapter 4:INITIATING NEGOTIATIONS
Getting the Lay of the Land
Chapter 5:FACE-TO-FACE
Sizing Up Your Counterparts
Chapter 6:THE FUNCTION OF BIAS
Perception versus Reality
Chapter 7:SITE SELECTION
How Do You Get There From Here?
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