Handouts and Overheads                             ix
Introduction                                       xi
The Organization of This Book                      xi
The Organization of the Activities                 xii
Symbols                                            xiv
    I Opening Activities                           1  (14)
      Opening Exercise 1 A Current Negotiation     3  (4)
      Opening Exercise 2 Expectations              7  (4)
      Opening Exercise 3 Everyone Negotiates       11 (4)
    II Planning                                    15 (14)
      Planning Exercise 1 Negotiation Planning     17 (6)
      Planning Exercise 2 Behind the Lines         23 (6)
    III Creative Thinking                          29 (10)
      Creative Thinking Exercise 1 The Moffett     31 (4)
      Picture
      Creative Thinking Exercise 2 The Unsold      35 (4)
      Glasses
    IV Negotiation Skills                          39 (20)
      Skills Exercise 1 Behaviors of the           41 (4)
      Successful Negotiator
      Skills Exercise 2 Self-Evaluation            45 (4)
      Skills Exercise 3 Cross-Cultural             49 (4)
      Negotiation
      Skills Exercise 4 Perceptions and Trust      53 (6)
    V Negotiating Styles                           59 (18)
      Negotiating Styles Exercise 1 Defining       61 (6)
      the Styles
      Negotiating Styles Exercise 2 Negotiation    67 (8)
      Styles Practice---Long Version
      Negotiating Styles Exercise 3 Negotiating    75 (2)
      Styles Practice---Short Version
    VI Assertiveness                               77 (12)
      Assertiveness Exercise 1 Defining            79 (2)
      Assertiveness
      Assertiveness Exercise 2 Practicing          81 (4)
      Assertiveness
      Assertiveness Exercise 3 Being Assertive     85 (4)
    VII Questioning Techniques                     89 (14)
      Questioning Exercise 1 Defining Questions    91 (4)
      Questioning Exercise 2 Questioning           95 (4)
      Techniques
      Questioning Exercise 3 Surfacing             99 (4)
      Intangibles
    VIII Ranking Exercises                         103(14)
      Ranking Exercise 1 Negotiator Skills         105(4)
      Ranking Exercise 2 Planning                  109(4)
      Ranking Exercise 3 Building Trust            113(4)
    IX Surveys                                     117(12)
      Survey 1 Self-Evaluation                     119(6)
      Survey 2 Trust Assessment                    125(4)
    X Case Studies                                 129(50)
      Case 1 The Optometry Shop                    131(4)
      Case 2 Purchasing                            135(4)
      Case 3 Planning Meeting                      139(4)
      Case 4 Meeting Plan                          143(4)
      Case 5 The Art Market                        147(4)
      Case 6 The Condominium                       151(4)
      Case 7 The Antique Car                       155(4)
      Case 8 The New Car                           159(4)
      Case 9 The Client Meeting                    163(4)
      Case 10 The Bid                              167(4)
      Case 11 Increasing Overhead                  171(4)
      Case 12 Telephone Components                 175(4)
    XI Negotiation Transcripts                     179(28)
      Transcript 1 The A/V Shop                    181(10)
      Transcript 2 Ted and Sandy (1)               191(4)
      Transcript 3 Ted and Sandy (2)               195(6)
      Transcript 4 Chris and Kate                  201(6)
    XII General Exercises                          207(24)
      General Exercise 1 Negotiation               209(8)
      Questionnaire
      General Exercise 2 The Melian Dialogue       217(6)
      General Exercise 3 Framing a Problem         223(6)
      General Exercise 4 Fairness and              229(2)
      Negotiation
    XIII Needs and Interests                       231(14)
      Needs and Interests Exercise 1 Needs and     233(6)
      Interests Analysis
      Needs and Interests Exercise 2 My Needs      239(6)
      and Interests
    XIV Difficult People                           245(8)
      Difficult People Exercise: The Difficult     247(6)
      Negotiator
    XV Boundary Roles                              253(14)
      Boundary Roles Exercise 1 The Boundary       255(4)
      Role
      Boundary Roles Exercise 2 The Adams'         259(4)
      Paradox
      Boundary Roles Exercise 3 Departmental       263(4)
      Assessment
    XVI Sales Negotiation                          267(74)
      Sales Negotiation Exercise 1 Success         269(4)
      Factors
      Sales Negotiation Exercise 2 Sales           273(4)
      Practices Assessment
      Sales Negotiation Exercise 3 Features,       277(4)
      Advantages, Benefits, Proof
      Sales Negotiation Exercise 4 The Approach    281(6)
      Piece
      Sales Negotiation Exercise 5 Product         287(6)
      Knowledge Jeopardy
      Sales Negotiation Exercise 6 Give It to      293(8)
      Me... I Want It!
      Sales Negotiation Exercise 7 What Does It    301(8)
      Take to Be a World-Class Salesperson?
      Sales Negotiation Exercise 8 The Sales       309(14)
      Presentation Role Play
      Sales Negotiation Exercise 9 Selling         323(12)
      Skills Inventory
      Sales Negotiation Exercise 10 Peer Group     335(6)
      Review
  Appendix: Practice Negotiations                  341(6)
      The New Financial Reporting System: DANA     343(1)
      KENT
      The New Financial Reporting System: LEE      344(1)
      STONE
      The Alpha Project: CHRIS                     345(1)
      The Alpha Project: JIM                       346(1)
Index                                              347