About the author
Author’s acknowledgements
Publisher’s acknowledgements
Foreword
Introduction
PART 1: Why negotiation matters
1. We are all negotiators
2. The cost of not negotiating
3. The win win win of negotiating
4. Rate your negotiation skills
5. Who has the power?
PART 2: The 11 steps of negotiation
6. Prepare and plan
7. Give a great first impression
8. Ask the right questions
9. Listen well
10. Use your head
11. Read body language
12. Watch out for lying
13. Use the right strategies and tactics
14. Influence the other side
15. Know how to bargain
16. Know how to handle conflict
17. Confidence when negotiating
PART 3: HOTSPOTS
Hotspot 1 - How to ask for a salary increase
Hotspot 2 - How to negotiate a discount
Hotspot 3 - How to negotiate on the phone
Hotspot 4 - How to negotiate as a team
Hotspot 5 - How to negotiate by email
Hotspot 6 - How to negotiate internationally
Index
