Book Details

Introduction. A way of life
SECTION I. PREPARING TO NEGOTIATE: SITUATION AND PROCESS. 1. The Negotiation Challenge. 2. Determining Expectations. 3. Negotiation Preparation. 4. Negotiation Process: Initiation. 5. Framing. 6. Offers and concessions. 7. Closing the Negotiation. 8. Six Tenets of Ambidexterity. 
SECTION II. NEGOTIATION IN SPECIAL CONTEXTS. 9. Negotiating in a Team. 10. Multiparty Negotiation. 11. Negotiating in Dire Straits. 12. Negotiating Across Cultures. 13. Negotiating Your Job Offer. 14. Negotiating in a Virtual World. 15. A Peep into the Future: Automated Negotiations. 
SECTION III. CASES AND SELF-PRACTICE. Case 1. Bagheera. Case 2. Kushphal Conundrum. Case 3. The Apartment. Case 4. Style Biz. Case 5. Continental Insurance versus Alpaca Hotels. Case 6. Yaris versus Zilan.
Epilogue: Never stop learning.
Bibliography and intellectual influences