Win Win Negotiating – Turning Conflict into Agreement

<p>1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1</p>
<p>2 How do you deal with conflict 7</p>
<p>3 Beyond evil and illness: Old and new ideas about conflict within organizations 23</p>
<p>4 Why conflict is inevitable within organizations 29</p>
<p>5 One is not enough: Or identifying the sources of conflict 63</p>
<p>6 On the escalator: Or how small conflicts quickly become large ones 75</p>
<p>7 Destructive and productive uses of conflict 101</p>
<p>8 An exercise in dealing with conflict 119</p>
<p>9 Getting past Yes or the theoretically perfect resolution of any conflict 129</p>
<p>10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155</p>
<p>11 How professional negotiators operate: Positional bargaining versus interest bargaining 179</p>
<p>12 The mini–max strategy: Or what should I give and what should I get? 199</p>
<p>13 Determining your opponent s mini–max 217</p>
<p>14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229</p>
<p>15 Undoing, tokening, bone–throwing, issue substitution: And other paths to pacification 249</p>
<p>16 The hardball negotiator: Or how to fight dirty when you have to 263</p>
<p>17 It s not always easy: but it s usually possible 295</p>
<p>Index 299</p>