Chapter One Mastering a negotiator's mindset --
Negotiation case file #1 Middle East and Asia --
Technique 1: Creating order out of chaos: Harnessing your Red Centre --
Technique 2: Taking control of your internal state --
Negotiation case file #2 U.K. --
Technique 3: Developing emotional intelligence to improve your negotiation skills Chapter Two Preparing to win every negotiation --
Technique 4: Train hard, fight easy --
Negotiation case file #3 Europe and Africa --
Technique 5: Focus on who, rather than how --
Technique 6: Establishing your battle rhythm and immediate action drills Chapter Three: Practical psychology to influence any negotiation --
Technique 7: First moves: Establishing your communication strategy --
Technique 8: How it all works: The science behind negotiation --
Negotiation case file #4 Middle East --
Technique 9: Proactive listening, establishing rapport, trust-based influence Chapter Four: Avoiding common negotiation mistakes --
Negotiation case file #5 Asia-Pacific --
Technique 10: Personal barriers to effective communication --
Technique 11: Deliberate blocks to effective communication --
Technique 12: Embracing conflict: When resistance isn't always futile --
Chapter Five: Negotiating with difficult people --
Technique 13: First, seek to understand: What is their model of the world? --
Technique 14: Create a plan, then work the plan -- Risk is not a dirty word --
Technique 15: Succeeding in stressful, emotional or sensitive negotiations --
Negotiation case file #6 UK --
Your five-step action plan for lifelong negotiation success
