Beyond dealmaking five steps to negotiating profitable relationships - Billings-Yun, Melanie (San Francisco, Calif. Jossey-Bass, 2010)
Why relationships matter -- Goal is not a good deal, but a good outcome -- Even monkeys demand fairness -- Power of us -- Mind of the negotiator -- Four pillars of relationship negotiation -- Dont feed the bears -- Be pepared -- Five steps to success -- Goals--What you really want -- Routes--How to get there -- Arguments--makng your case -- Substitutes--backup plan -- Persuasion--Winning them over -- You can negotiate.
Keywords: Negotiation in business; Deals; Success in business