Value Negotiation: How to Finally Get the Win-win Right

Index

A

absolute goal, 54, 58

acceptance, 211, 219, 354, 358, 359

accepting or rejecting an offer, 98–100 see also commitment

active listening, 59, 153–154, 160–161

adverse terms, 172

alliances, 21

allocation of resources, 16

alternatives, 56, 61, 67, 100–102, 108, 191–192, 325–341, 353

anchoring, 270, 289–290

angel investors, 221

anticipate pitfalls, 175–179

artificial limits, 256–258

aspiration price, 267–272

assumptions, 151, 354–355

crippling, 354–355

empowering, 354–355

attributions, 151–152

attribution trap, 151

authority, 219, 275

availability bias, 274

B

bargaining, 65–68, 206, 266, 272–273, 303

bargaining concepts, 267–272, 336, 369

bargaining style, 67, 68, see negotiation style

bargaining tension, 67–68

BATNA, 56, 61, 100–102, 325 ...