Table of Contents

1.      Defining Negotiation and Its Components

2.      Personality

3.      Conflict

4.      Negotiation Style

5.      Key Negotiating Temperaments

6.      Communicating in Negotiation

7.      A Note on Cultural and Gender Differences

8.      Interests and Goals in Negotiation

9.      Understanding the Importance of Perception in Negotiation

10.  Effects of Power in Negotiation

11.  Asserting Yourself

12.  Principles of Persuasion

13.  Rules of Negotiation & Common Mistakes

14.  The Negotiation Process and Preparation

15.  Alternative Styles, Strategies, & Techniques of Negotiation

16.  Team Negotiation

17.  Negotiation in Leadership and Public Relations

18.  Third-Party Intervention

19.  Using Your Personal Negotiating Power

20.  Post-Negotiation Evaluation