前言 成功談判·商場(chǎng)無(wú)敗 Chapter 1 Daily Negotiations 日常談判 Chapter 2 Sometimes It''s Fast and Easy 快速、簡(jiǎn)單的談判 Chapter 3 Playing Fair 公平交易 Chapter 4 Honesty is the Best Policy 城市是上策 Chapter 5 Motivation 動(dòng)機(jī) Chapter 6 Lawyers As Professional Negotiators 談判專家——律師 Chapter 7 Asking the Right Questions 恰當(dāng)提問(wèn) Chapter 8 The Non-Dealer 談判傀儡 Chapter 9 Preparing for the Negotiation Session 準(zhǔn)備談判 Chapter 10 Increase the Quantity 增加數(shù)量 Chapter 11 Modify the Delivery Date 修改交貨日期 Chapter 12 Alter the Point of Delivery 改變交貨地點(diǎn) Chapter 13 Alter the Schedule of Payments 改變付款日期 Chapter 14 Alter the Time Frame 改變時(shí)間日程 Chapter 15 Dream Chips or Give Away Chips 虛張聲勢(shì)的談判籌碼 Chapter 16 Countering Give Away Chips 回應(yīng)虛張型籌碼 Chapter 17 Negotiations Staff Who to Bring 談判成員的篩選 Chapter 18 Friendly Helpful Lawyers 友善助人的律師