Acknowledgments

PART ONE YES, YOU CAN

1. What is negotiation?

2. Almost everything is negotiable

3. Getting your feet wet

PART TWO THE THREE CRUCIAL VARIABLES

4. Power

5. Time

6. Information

PART THREE STYLES OF NEGOTIATING

7. Winning at all costs: Soviet style

8. Negotiating for mutual satisfaction

9. More on the Win-Win technique

PART FOUR NEGOTIATING ANYTHING, ANY PLACE

10. Telephone negotiations and memos of agreement

11. Moving up

12. Taking it personally