Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

PART I : THE NEGOTIATOR'S TOOLKIT. Claiming value in negotiation ; Creating value in negotiation ; Investigative negotiation

PART II : THE PSYCHOLOGY OF NEGOTIATION. When rationality fails : biases of the mind ; When rationality fails : biases of the heart ; Negotiating rationally in an irrational world

PART III. NEGOTIATING IN THE REAL WORLD. Strategies of influence ; Blind spots in negotiation ; Confronting lies and deception ; Recognizing and resolving ethical dilemmas ; Negotiating from a position of weakness ; When negotiations get ugly : dealing with irrationality, distrust, anger, threats, and ego ; When not to negotiate ; The path to genius

Glossary.