1. Introduction to this book
Part 1: Phases
2. Phases of negotiation
3. Preparation
4. Establishing rapport
5. Discussion: starting the negotiation
6. Proposals
7. Bargaining
8. Reaching settlement
9 Questions and answers
Part 2: Approach
10. Approaches to the negotiation
11. Body language
12. Rapport
13. Culture
14. Diplomatic language
15. Handling problems
Part 3: Evaluation
16. Preparing for a negotiation
17. Cross-cultural checklist
18. Evaluating your performance