Cover; Preface; A brief history, and future, of negotiation; Traditional negotiation; Plunder and negotiation; How important is culture?; What about personality?; Attempts at reform; The four-phase approach; Conclusion; Aa; Add-on; Adjournment; Advance; Agenda; Agent; Agreement; Aim high; Alternative; Ambiguity; Apples and pears; Arbitration; Argument; Art of the deal; Aspirations; Assumptions; Assumptive close; Auction; Authority; Avoidance-avoidance model; Bb; Bagatelle; Balloon; Bank; Bargaining; Bargaining continuum; Bargaining language; Barter; BATNA; Behavioural styles. Best alternative to no agreementBid; Bid last; Bid/no bid; Blackmail; Blame cycle; Blocking offer; Bluff; Bobbin' and weavin'; Bogey; Boulwarism; Breach of fiduciary trust; Bribery; Brinkmanship; Brooklyn optician; Buying signal; Cc; Capitulation; Car-buying psychology; Cash; Cash before performance; Cash on delivery; Children; Circumstances; Claiming value; Close; Coalition; COD; Coercion; Collateral; Collective bargaining; Command decision; Commission; Commitment ploy; Communication; Compromise agreement; Concession; Concession dilemma; Concession rate; Concession signal; Conciliation. Conditional languageConditional proposition; Conflict; Conflict of interest and rights; Constant; Consulting fee; Contingency deal; Contingency fee; Contract law; Co-operative style; Copyright; Corruption; Cost breakdown; Counter-trade; Courtesy; Creating value; Credit; Credit control; Cultural differences; Dd; Deadlines; Deadlock; Debt collecting; Debt swamp; Decision analysis; Delaying ploy; Delivery; Devalued concessions; Devil's advocate; Dicker; Difficult negotiators; Dirty tricks; Discount; Distributive bargaining; Dripping roast; Dutch auction; Ee; Emotion; Escalation. Escalator scheduleEscrow; Ethics; Exchange; Expectations; Export credit; Exports; Ff; Factoring; Failure to agree; Fair; Fait accompli; Fall-back; Fear of deadlock; Final offer; First offer; Fixed price; Flexibility; Force majeure; Force projection; Forfaiting; Formula bargaining; Four phases; Friendship; Frontal assault; Gg; Game theory; Gazump; Generosity; Get-between; Get it in writing; Getting out from under; Getting paid; Give and take; Go-between; Goodwill; Greed; Grievance; Gross; Guanxi; Guarantee; Hh; Haggle; Hardball negotiating; Heads of agenda; Heads of agreement. Hooker's principleHospitality; Hostage negotiation; Hotel purchase; Hustle close; Ii; If; "I'm only a simple grocer"; "I'm sorry, I've made a mistake"; "Imperial" preference clauses; Imports; Incentive; Indemnity 1; Indemnity 2; Information; Inhibitions; Integrative bargaining; Interest rate; Interests; Internet negotiation; Interpersonal orientation; Intimidation; Intimidator; Kk; Karrass, Chester; Kidnap negotiation; Killer line; Killer questions; Krunch; Ll; Last clear chance; Law; Lawyers; Lease; Lendability factor; Letter of credit; Level up the work, level down the price; Leverage.

Almost every aspect of business - and indeed human life - involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics, terms and jargon as: Avoidance-avoidance.