附註:Includes bibliographical references (pages 199-200).
Table of Contents; Introduction; SECTION I:INTRODUCTION; SECTION II:THE NEGOTIATION PROCESS; SECTION III:50 TACTICS FOR SUCCESS; Tactic 1: Know Your BATNA; Tactic 2: Know Your Opponent's Real Objective; Tactic 3: Control the Setting; Tactic 4: Use Objective Criteria; Tactic 5: List All Items to Be Negotiated; Tactic 6: Timing Is Everything; Tactic 7: Decide How "High" Is High; Tactic 8: The Good Guy/Bad Guy Routine; Tactic 9: Control Your Emotions; Tactic 10: The Reciprocal Buy-Sell Offer; Tactic 11: Use an "Expert Witness"; Tactic 12: Find Common Interests; Tactic 13: Set a Deadline
Tactic 14: Don't Always Hide Your WeaknessesTactic 15: Caucus; Tactic 16: Use Throwaway Items; Tactic 17: Package Items; Tactic 18: Agree on Something As Soon As You Can; Tactic 19: Make a First and Best Offer; Tactic 20: Posturing; Tactic 21: Avoid the "Winner's Curse"; Tactic 22: Propose Multiple Options; Tactic 23: The "Win-Win" Approach; Tactic 24: Wait to Counter; Tactic 25: Be Flexible; Tactic 26: Keep Few Secrets; Tactic 27: Expand the Pie; Tactic 28: Offer Fixed Alternatives; Tactic 29: Prolonged Silence; Tactic 30: Always Leave Room for Dessert; Tactic 31: Cut Salami Slices
Tactic 32: Don't ExaggerateTactic 33: Bluff!; Tactic 34: Control the Forum with Visuals; Tactic 35: Apply Pressure (when you have the leverage); Tactic 36: Surprise!; Tactic 37: Divide a nd Conquer; Tactic 38: Break the Tension; Tactic 39: Compromise; Tactic 40: Be Friendly; Tactic 41: Record the Meeting; Tactic 42: Split and Choose; Tactic 43: Nickel and Diming; Tactic 44: Make Use of a Positive "Halo Effect"; Tactic 45: Use Facts; Tactic 46: Ask Probing Questions; Tactic 47: The Premature Congratulation; Tactic 48: Walk Away; 49; Tactic 49: Final-Offer Arbitration; 50
