Index
adaptation, of approach 103–108
agenda, drafting, 48–49
alternatives
best, 5, 7, 33–34, 95–98, 101–102, 132–133
challenging other party’s, 34–35, 97–98
comparing options to, 95–97
of counterpart, 34–35, 97–98, 129
preparing a list of, 33
assessment, of negotiation, 106, 107–108, 167–169
assumptions
being aware of, 17–18
challenging your, 21
about counterparts, 17–18, 19–20
enabling, 19–20
about the negotiation, 18, 19–20
questioning your, 15–21
shifting your, 18–20
authority, to make commitments, 43–46, 99
BATNA (best alternative to a negotiated agreement), 5. See also best alternative
best alternative, 5, 7, 33–34, 95–98, 101–102, 132–133
body language, 127
breaks, ...
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