Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation

Agreement zone, 14–15, 35–36

“Amateurs, Experts and Real Estate,” 112

Anchoring, 112–19, 144

effects of, 115–16

nonopening offer anchors, 113–14

opening offers, 112–13

setting an appropriate anchor, 116–19

A.T. Kearney, 123

Auditing, 192