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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