Index
acquisition negotiation example
active listening
adverse deal/no-deal balance. See also deal/no-deal balance
Allen, Dick
all-party map. See mapping parties
alternative dispute resolution (ADR)
American Management Association
anchoring effect
changing the metric under discussion
contrast principle use
flexibility and non-offer offers use
meta-anchoring
need to justify your proposal
as part of value-claiming tactics
psychological effects of information
reciprocity use
AOL, Microsoft, and Netscape browser deal
arbitration
Asea Brown Boveri (ABB)
assertiveness in negotiations
AT&T
At the table
Austin, Jim
Away from the table
Bachelder, Joe
backward mapping. See also Concord Pulp and Paper Co. (CPP)
Barksdale, Jim
Barnevik, Percy
barriers audit. ...
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