Kennedy on negotiation

Negotiation --
Decision making --
What is negotiation? --
Haggling and horse trading --
Promises --
Nobody ever saw two dogs negotiate over a bone --
Interests and charity --
Nash and the bargaining problem --
The real problem with bargaining --
The benefits of bargaining --
Dialogue --
Negotiation as a Phased Process --
Models of negotiation --
Douglas\'s three-phase model --
Gulliver\'s eight phases --
Kennedy\'s eight-step model --
Two modifications --
Phase One--Preparing to Negotiate --
Time to prepare --
What is this negotiation about? --
What are your interests? --
What are the negotiable issues? --
What are your priorities? --
What are your negotiating ranges? --
The negotiators\' surplus --
Tradables --
The extended Negotek PREP planner --
Introducing power into preparation --
What is power? --
Dependency and commitment --
Atkinson on power --
Preparing the management agenda --
Phase Two--Debating Face to Face --
Debate --
Behaving badly --
Manipulative ploys --
Streetwise? --
Power ploys --
Verbal ploys --
Destructive argument behaviour --
Effective behaviour --
The language of negotiation --
The art of questioning --
Constructive debate behaviours --
Phase Three--Proposing and Bargaining Face to Face --
How important is personality in negotiating? --
The personality styles of negotiators --
Psychology and negotiating personalities --
A trainer on personalities --
Prisoner\'s dilemma games --
The prime colours of negotiation --
Results versus relationships --
The purple principle of conditionality.