Negotiating in the Leadership Zone

Index

Note: Page numbers followed by b, f, and t indicate boxes, figures, and tables, respectively.

A

Abstract comparisons, 174, 178–179

Accumulated mind, 8

A-FROG-TRAPP, 174

AIR (Accept the Offer, Improve the Offer, Reject the Offer), 115

Alternatives, 185

Ambiguity, 11–12, 25, 37

Anchoring trap, 173–174, 175b

Answers, formulas, and techniques (AFTs), 3, 35–36, 61, 118, 173

Arguments, 146

aRousal traps, 174, 178, 179b

Arson Card, 118, 118b

Assumptions, 6, 35–37

contextual, 35

faulty, 40

questioning, 7

surface, 38, 43

in thinking errors, 54–65, 55b

assessment measures, 56

audience, 57–58, 59f

context, 57

interpretive review, 64–65

possibility vs. probability, 64, 64b

previous knowledge, 55–56, 56b

problem identification, 55

time, 56–57

values, 57

unquestioned, 40

Attributes ...