Includes bibliographical references and indexes.

Competitive Versus Collaborative Decision Making -- What Negotiation Is Not -- Types of Negotiation -- Investigating Your Interests -- What Differences Does It Make to Distinguish Between Interests and Positions? -- How Do You Deal with Positional Bargainers? -- Is Money Really the Interest? -- Primary (Fundamental) and Secondary (Derivative) Interests -- Looking Beyond Our Personal Interests -- The Three C's of Interests -- When Interests Conflict -- BATNA--Choosing Whether to Walk Away -- Making Choices -- Balance of Power -- Understanding Our BATNA Offers Choices -- What Is Our Walking-in BATNA? -- Does BATNA Ever Change? -- BATNA Is Not the Bottom Line -- Elements of BATNAs -- Strengthening and Weakening BATNAs -- Are We Ready? Inoculation Protects the Parties -- Substantive Inoculation: Knowing the Subject -- In Negotiation, the Past Has No Future -- Selling the Product to the Salesperson -- Goals of Inoculation -- Inoculation as a Tool for Improving Your BATNA -- What Information Do We Need About Ourselves? -- What Information Do We Need About Other Parties? -- Preparing for Negotiation on Your Own -- Active Listening -- Inoculation Includes Process as Well as Substance -- Internal and External Inoculation -- The Bottom Line -- When Inoculation Is Impossible -- Preparation Part One: Stakeholders, Constituents, and Interests -- Shooting from the Hip -- Unplanned Negotiations -- Surprises -- What Does Preparation Mean? -- Looking Inside Yourself -- Understanding the Subject Matter -- Internal Negotiation.

Explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching personal and organizational objectives in negotiation.

Also issued in online version.

Description based on cover image and table of contents, viewed on Sep. 21, 2015.