Machine generated contents note: 1.What do you want to get from negotiations? -- Distributive and integrative -- Choosing the strategy -- When not to negotiate at all -- 2.First connections -- Gaining and giving information -- Relationships -- Empathy -- Perspective taking -- Impression management -- Satisfaction -- 3.Core negotiation concepts -- Anchoring effect -- BATNA -- Understanding and misunderstanding interests -- Principle-based negotiation -- 4.Structure and planning -- Building momentum -- 3D negotiation -- Basic planning -- Identifying interests -- Backward mapping -- Priority and outcome mapping -- The sequence of talk at the table -- 5.Some cultural considerations -- Top-down/bottom-up -- Culture and negotiation -- Weak/strong points of North American negotiators -- Weak/strong points of Japanese negotiators -- Weak/strong points of Chinese negotiators -- Gender -- 6.Talking the talk -- Designing offers and suggesting tradeoffs -- Accepting and rejecting --

Contents note continued: Summarizing and clarifying -- Practical verbal signals -- Deadlock and breaking deadlock -- Shutdown moves -- Language choice -- Visual communication -- Remote electronic negotiations -- 7.Negotiation tactics -- Tactics at the table -- Persuasion approaches -- Humor in the negotiation -- Ethics -- Who should you not negotiate with? -- 8.Win at home before you go -- Educating the boss and coworkers -- Back table negotiations -- Problem solving techniques -- War gaming as preparation -- Financial modeling -- 9.What kind of negotiator ... -- ... are you? ... are they? -- Cognitive bias -- Bias and decision making -- Teamwork -- 10.Final phase -- Robust agreements that can survive -- Control mechanisms often found in negotiated agreements -- When agreements don't survive: outside support, mediation and arbitration -- Draft agreements -- 11.Review from a high altitude -- Appendix I Glossary -- Appendix II Case simulations -- Appendix III Planning documents --

Contents note continued: Issue/reserve planning document, Brett -- Planning document -- clusters -- Reserve line -- Backward planning -- Flowchart planning -- Issues, steps, reserve, scorecard -- Appendix IV Negotiation errors -- Error: how not to give a concession -- Error: when to go slow -- Error: watch your BATNA -- Error: back table out of sync -- Appendix V Cultural differences -- Appendix VI Stakeholder analysis.