更新时间：2020-04-24 12:11:16
封面
版权信息
About the Author
Other
Preface
Acknowledgments
Part One:Getting Started
Chapter 1 Overview of Federal Government Negotiations
Chapter 2 Negotiation Opportunities—More Than You Think!
Part Two:Preparing for Negotiation
Chapter 3 Assembling Your Negotiation Team
Chapter 4 Gathering Data
Chapter 5 Establishing Prenegotiation Objectives
Chapter 6 Researching the Other Party
Chapter 7 Developing the Negotiation Plan
Chapter 8 Rehearsing the Negotiation Plan and Developing the Agenda
Part Three:Negotiation Tactics
Chapter 9 Introduction to Tactics
Chapter 10 Assigning Negotiation Roles
Part Four:Tactics You Can Use
Chapter 11 Time Tactics
Chapter 12 Questions/Trial Balloons
Chapter 13 The Silence Tactic
Chapter 14 The Vise Tactic
Chapter 15 The Order of Issues Tactic
Chapter 16 The Good Cop/Bad Cop Tactic
Chapter 17 The Caucus Tactic
Chapter 18 The Nibble Tactic
Chapter 19 The Ambiguous Authority Tactic
Chapter 20 The Bracketing Tactic
Chapter 21 The Set-aside Tactic
Chapter 22 The Tradeoff Tactic
Chapter 23 The Coupling Tactic
Chapter 24 The Empty Pockets Tactic
Part Five Tactics to Watch Out For
Chapter 25 The Climate Control Tactic
Chapter 26 The Strength in Numbers Tactic
Chapter 27 The Walk in the Woods Tactic
Chapter 28 Emotional Tactics
Chapter 29 The Walkout Tactic
Chapter 30 The Lock-in Tactic
Chapter 31 The Decoy Tactic
Chapter 32 The Sweep Tactic
Chapter 33 The Deliberate Mistake Tactic
Chapter 34 The Planted Information Tactic
Part Six The Negotiation Event
Chapter 35 Setting the Stage
Chapter 36 Opening the Negotiation
Chapter 37 Conducting the Negotiation
Chapter 38 Closing the Negotiation
Chapter 39 Documenting the Negotiation
Chapter 40 In Conclusion
Appendix A Recommended Reading
Appendix B Sources of Data
Index
