C o n t e n t s

Introduction

I. THE BIG PICTURE
1. Ernotions Are Powerful, Always Present, and Hard to Handle
2. Address the Concern, Not the Emotion

II. TAKE THE INITIATIVE
3. Express Appreciation
Find Merit in What Others Think, Feel, or Do and Show It

4. Build Affiliation
Turn an Adversary into a Colleague

5. Respect Autonomy
Expand Yours (and Don't Impinge upon Theirs)

6. Acknowledge Status
Recognize High Standing Wherever Deserved

7. Choose a Fulfilling Role and Select the Activities Within It

III. SOME ADDITIONAL ADVICE
8. On Strong Negative Emotions They Happen. Be Ready.
9. On Being Prepared Prepare on Process, Substance, and Emotion
10. On Using These Ideas in the "Real World" A Personal Account by Jamil Mahuad, Former President of Ecuador

IV. CONCLUSION

V. END MATTER
Seven Elements of Negotiation
Glossary
Works Consulted
Acknowledgments
Analytical Table of Contents
About the Authors