Your Own Terms

Index

accidentally difficult person, 101, 104–106

accommodator style, 57–58, 65, 212

achievement, minimizing importance of, 38

agenda, responsibility for, 115

Agreement … “If” Offense, 92

agreements, unclear boundaries, 50

all party listing, 181, 183–184

allies, 103–104, 237

Altemeyer, R. A., 158

alter ego, creating, 33

amygdala, 160

anchor, setting new, 9–10

anger, 101, 138, 210

Annis, Barbara, 165

areas of agreement, 46

arguments, avoiding dilution, 119

assumptions, testing, 117–118

atmosphere, 19

attention, men vs. women, 158

attitude, and environment management, 9

authenticity, 210, 214–215

authorities, role in negotiation, 97

avoider style, 55–57, 64

backlash, 196, 210

impression management to avoid, 23–27

ways to counter, 28–29

backwards ...