The Negotiation Book

Index

• ability
• accountability
• agenda
  • positioning
• AGILE system
• agreement
  • basic terms
  • break point
  • building
  • compromised
  • fair
  • “in principle”
  • length/sustainability
  • negotiating
  • objectivity
  • outcome
  • quality of
  • record of offer
  • risks
  • sign-off
  • time constraints
  • trust/respect
  • value
  • well thought through
• analytical skills
• anchoring position
  • broken record
  • mock shock
  • power statement
  • professional flinch
  • sow the seed early
• anxiety
• appropriateness
• attributes
  • personal
  • risky
• auction
• avoidance strategy

• bargaining range
• bartering
• BATNA (Best Alternative to a Negotiated Agreement)
• behaviors
  • clear thinking
  • create/maintain climate for trust
  • develop/use agenda to control proceedings
  • explore options to gain agreement
  • fairness
  • listening and interpreting meaning behind words
  • manage discomfort
  • opening position
  • plan/prepare information
  • question effectively
  • reading the break point
  • self-control
  • silence
  • think creatively
  • trade concessions effectively/conditionally
• bidding and tendering
• body language
• boss, the
  • empowerment of
  • escalation strategy
  • “in principle” agreements
  • manage in the background
  • top-to-top meetings
  • as your worst enemy
• brand
  • power
• break point
• broken record
• building block technique
• business value

• capitalism
• central issue
• challenges
  • appropriateness
  • clear/respected process
  • discipline
  • no rules
  • performance review
  • self-review
• chess analogy
• choices
• clear thinking
• collaboration
• Collberth
• compassion
• competition
• complacency
• Complete Skilled Negotiator
  • assertiveness
  • appropriateness ...