Index

    • A
    • Achievement documentation
    • Active listening
    • African American women. See Women of color
    • Agreements: consider the small steps you can make toward full; contingent; getting past stalemate by exploring consequences of no; “reality testing” questions on consequences of no. See also BATNA (Best Alternative to a Negotiated Agreement)
    • Albright, Madeleine
    • “Alexandra's Case: Responding to an Ask,”
    • Alexandra's case: appealing for sympathy or flattery during; description of the; diverting strategic turn during the; integrating interests during the; opening dialogue in the; resistance during; shifting the balance in; small wins in; spreading small wins with stories like; transparency through clear criteria in the; what we learn about “good reasons” ...

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