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Part 1: Before
You Negotiate
The
Stuff of Which Successful Negotiations Are Made
The Psychology of Negotiations
Getting Started
Understanding the Stakes
Preparing for The Other Side
Putting Together The Plan
Plotting the Course
Personal Preparation
Part
II: While You Are Negotiating
And
You're Off!
Helpful Hints
The Art of Making Concessions
Tools and Tactics
Words, Words, Words
The Psychological Edge
High Anxiety
Wrapping It Up
Part
III: After You Negotiate
First
Things First
Clean-Up Work
After Effects
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