Table of contents for Strategic negotiation : a breakthrough process for effective business negotiation / Brian J. Dietmeyer with Rob Kaplan ; foreword by Max H. Bazerman.


Bibliographic record and links to related information available from the Library of Congress catalog. Note: Contents data are machine generated based on pre-publication information provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.


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Contents
Foreword
Part One - The Basics
Chapter One - Why a Process?
Chapter Two - The Strategic Negotiation Process
Chapter Three - Establishing a Negotiation Goal
Part Two - The Process
Chapter Four - Step One: Estimating the Blueprint 
Part One: The Consequences of No Agreement Estimation
Chapter Five - Step One: Estimating the Blueprint 
Part Two: The Wish List Estimation
Chapter Six - Step Two: Validating the Estimation
Part One: Gathering Data from Colleagues and Public Sources 
Chapter Seven - Step Two: Validating the Estimation 
Part Two: Preparing for the Validation Meeting 
Chapter Eight - Step Two: Validating the Estimation
Part Three: Conducting the Validation Meeting
Chapter Nine - Step Three: Using the Blueprint to Create Value
Chapter Ten - Step Four: Using the Blueprint to Divide Value
Part Three - Applying the Process
Chapter Eleven - Putting It All Together: Sample Negotiations
Chapter Twelve - An Organizational Approach to Negotiation
Appendix
Index




Library of Congress Subject Headings for this publication: Negotiation in business