Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships

Introduction.

Part One: Why Relationships Matter.

1 The Goal Is Not a Good Deal, but a Good Outcome.

2 Even Monkeys Demand Fairness.

3 The Power of Us.

Part Two: The Mind of the Negotiator.

4 The Four Pillars of Relationship Negotiation.

5 Don't Feed the Bears!

6 Be Prepared.

Part Three: Five Steps to Success.

7 Goals—What You Really Want.

8 Routes—How to Get There.

9 Arguments—Making Your Case.

10 Substitutes—The Backup Plan.

11 Persuasion—Winning Them Over.

Part Four: Conclusion.

12 You Can Negotiate!

Appendix A: GRASP Negotiation Planner.

Appendix B: Post-Negotiation Evaluation.

Notes.

Acknowledgments.

About the Author.

Index.