• Introduction: It's your move
• The first foundation : your bargaining styles
• The second foundation : your goals and expectations
• The third foundation : authoritative standards and norms
• The fourth foundation : relationships
• The fifth foundation : the other party's interests
• The sixth foundation : leverage
• Step 1 : preparing your strategy
• Step 2 : exchanging information
• Step 3 : opening and making concessions
• Step 4 : closing and gaining commitment
• Impasse : what to do when negotiations break down
• Ethics : bargaining with the devil without losing your soul
• Conclusion: Becoming an effective negotiator.

"[This book provides a] step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. [The author] combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience."-- Provided by publisher.

• Interests : get underneath negotiating positions
• Criteria : use objective standards
• Options : brainstorm creatively
• No-agreement alternatives : know your BATNA
• Step 1. Design : frame the negotiation
• Steps 2 and 3. Dig for interests and develop options
• Step 4. Decide : close the negotiation
• Strategize fully
• Dealing with difficult tactics
• Treat all negotiations as cross-cultural
• Act with a clear conscience.

The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process. Filled with quizzes to reinforce what you've learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all. The new edition includes: Analysis of different negotiation styles and situations; the fundamentals of ethical negotiating; important breakthroughs in negotiation psychology; and conducting negotiations on behalf of others.-- From publisher description.