The negotiating game : how to get what you want / Chester L. Karrass.

Introduction -- PART I: NEW FRONTIERS IN NEGOTIATION: The Negotiating society -- Winners and losers -- What makes a good negotiator? -- PART II: THE HEART OF THE BARGAINING PROCESS: Introduction to Part II -- What´s your aspiration level? -- You have more power than you think -- People who influence -- Inoculation against influence -- Status -- The role of role -- Needs, goals and action -- The anatomy of negotiation -- The expected-satisfaction theory -- PART III: A PROGRAM FOR PERFORMANCE: Introduction to Part III -- Strategy -- Tactics, deadlock and countermeasures --The successful manager negotiates -- Organize to win your objectives -- The wheel of negotiation -- Appendices.