Leader's Guide to Negotiation, The

Index

Abagnale, Frank

advisor

Aesop’s fable

aggressive behaviour

agreement

go public with

locking people into

post-settlement

signing

written

Allen, Paul

alternatives, cultivating your

Amnesty International

anchors/anchoring, 2^nd

Ansett

AOL

Apollo Project

Apple

appreciation, 2^nd

Ariely, Dan

Arm Game, 2^nd, 3^rd, 4^th, 5^th, 6^th

art of the deal

assertiveness, 2^nd

audit, judgement

authority, demonstrating

Axelrod, Professor Robert, 2^nd, 3^rd

Babiak, P. and Hare, R.

backtracking

bargaining

interest-based

positional

barometer

BATNA (Best Alternative to Negotiated Agreement), 2^nd

Bazerman, Max, 2^nd

Becher, Kurt

Begin, Menachim

behaviour, be the example of what you want

benefits, presenting a case in terms of

bigger picture, 2^nd, 3^rd, 4^th, 5^th

black ...