Developing negotiation skills
1 Preparing to negotiate
2 Relationship-building
3 Establishing a procedure
4 The proposal stage
5 Questioning techniques
6 Exploring interests
7 The bargaining zone
8 Powers of persuasion
9 Handling breakdowns
10 Closing the deal
Audio scripts
Key and commenta ry
Additional materiaIS
Online feedback fOrms
Acknowledgements
