http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
1. Setting the scene -- 2. Negotiation styles -- 3. The power of planning -- 4. The opening and conditioning -- 5. Assumptions and questions -- 6. Concluding the deal and analysing the process -- 7. Know the rules -- 8. What relationship? -- 9. Objectives, preparation and planning -- 10. From the opening to the end of the road -- 11. Tactics and ploys -- 12. Negotiating across the globe -- 13. Practical cases and dilemmas: testing your knowledge -- 14. Checklists for success ... for when you are short of time -- 15. Cue cards- aides memoire
A practical guide to business negotiation