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The Road to Success: Learning How to Become an Effective Negotiator

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Chapter 1: Recognizing You Are on the Road
Chapter 2: What Type of Driver Are You?: Negotiation Styles, Motivations and Assumptions
Chapter 3: Driving the Short Trip Across Town: Principles of Distributive Bargaining
Chapter 4: The Adventure of Cross-Country Driving: Principles of Integrative Negotiations
Chapter 5: Preparing to Drive the Negotiation Streets and Highways
Chapter 6: Reading the Road Map, Watching for Billboard Signs, and Learning When to Take the Back Roads
Chapter 7: What If You Are Driving a Scooter and They Are in a Semi-Truck?: Power, Leverage, and Influence in Negotiation
Chapter 8: What If They Don’t Obey the Rules of the Road?: Trust, Ethics, and Reputation in Negotiation
Chapter 9: Objects in the Mirror May Be Closer than They Appear: Perceptions, Biases, and Communication in Negotiation
Chapter 10: Understanding What It Is Like to Drive on the Other Side of the Road: Gender and Cultural Differences in Negotiation
Chapter 11: Driving Defensively: Negotiating Your Way through Conflict, Emotional Situations, and Difficult Negotiators
Chapter 12: Who Do You Call When You Are in Unfamiliar Territory, When You Are Stuck in a Traffic Jam, or When Your Car Breaks Down?
Chapter 13: The End of the Road—Where We’ve Been and Future Journeys