This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

AcknowledgmentsUsing This Workbook1. Introduction2. In a Hurry?:Sudden PrepPriority PrepTHE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?Forms: Interests I: Identify the Relevant PartiesInterests 2: Clarify the InterestsInterests 3: Probe for Underlying Interests4. Options: What Are Possible Agreements or Bits of an Agreement?Forms: Options 1: Create Options to Meet InterestsOptions 2: Find Ways to Maximize Joint Gains5. Alternatives: What Will I Do If We Do Not Agree?Forms: Alternatives 1: Think of My Alternatives to a Negotiated AgreementAlternatives 2: Select and Improve my BATNAAlternatives 3: Identify Alternatives Open to the Other SideAlternatives 4: Estimate Their BATNA6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?Forms: Legitimacy 1: Use External Standards as a Sword and as a ShieldLegitimacy 2: Use the Fairness of the Process to PersuadeLegitimacy 3: Offer Them an Attractive Way to Explain Their Decision7. Communication: Am I Ready to Listen and Talk Effectively?Forms: Communication 1: Question My Assumptions and Identify Things to Listen ForCommunication 2: Reframe to Help Them Understand8. Relationship: Am I Ready to Deal with the Relationship?Forms: Relationship 1: Separate People Issues from Substantive IssuesRelationship 2: Prepare to Build a Good Working Relationship9. Commitment: What Commitments Should I Seek or Make?Forms: Commitment 1: Identify the Issues to Be Included in the AgreementCommitment 2: Plan the Steps to AgreementMOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to AgreeAppendix A: Getting Better at PreparationAppendix B: A Preparation Tool Kit