Contents -- About This Course -- How to Take This Course -- Introduction -- Pre-Test -- 1 Negotiations in the Contemporary Workplace -- Negotiation Defined -- The Importance of Negotiating Skills -- The Negotiating Process -- A Case Example -- Recap -- Review Questions -- 2 Two Different Approaches: Win-Lose and Win-Win -- Win-Lose -- Win-Win -- Lose-Lose Situations -- Recap -- Review Questions -- 3 Basic Tools -- Alternatives -- Reserve Price -- Area of Agreement -- Recap -- Review Questions -- 4 Preparation -- Identify Interests -- Look for Value-Creating Trades -- Gather Relevant Facts -- Determine Alternatives and Reserve Price -- Learn About the Other Negotiator(s) -- Recap -- Review Questions -- 5 Pay Attention to the Preliminaries -- Get the Other Side to the Table -- Create an Appropriate Setting -- Pay Attention to Cultural Differences -- Listen and Learn -- Determine Where Best to Begin -- Recap -- Review Questions -- 6 Persuasion -- An Essential Skill -- The Foundation of Persuasion -- Recap -- Review Questions -- 7 Practical Tactics -- Frame the Issue Your Way -- Set an Anchor -- Use Time to Your Advantage -- Offer a Package or Options -- Make Concessions Wisely -- Close the Deal -- Recap -- Review Questions -- 8 The Human Side of Negotiating Tactics -- Be Assertive in Pursuit of Your Interests -- Understand the Role of Respect and Self-Esteem -- Prepare to Handle Difficult People -- Deal with Power Imbalances -- Keep Learning -- The Role of Attitude and Personal Preferences -- Recap -- Review Questions -- 9 Common Errors Made by Negotiators -- Overconfidence -- Irrational Expectations -- Trying to Win at Any Cost -- Give Relationships Adequate Attention -- Recap -- Review Questions -- Bibliography -- Glossary -- A -- B -- C -- E -- F -- I -- M -- O -- T -- W -- Z -- Online Resources -- Post-Test -- Index -- A -- B -- C -- D -- E -- F.

G -- H -- I -- J -- K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W -- Y -- Z.