Introduction : It's your move
Part I. The six foundations of effective negotiation : The first foundation: your bargaining style
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
Part II. The negotiation process : Step 1: Preparing your strategy
Step 2: Exchanging information
Step 3: Opening and making concessions
Step 4: Closing and gaining commitment
Bargaining with the devil without losing your soul: ethics in negotiation
Conclusion : On becoming an effective negotiatior
Appendix A: Bargaining styles assessment tool
Appendix B: Information-based bargaining plan.