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

Fisher, Roger, 64

Ford, Henry, 70–71

Gap, 133–35, 140, 141, 146, 161

Getting to Yes (Fisher and Ury), 64

Global accounts, 8

Goal(s)

best practices review, 38

common, 8, 29–32

establishing, 20, 27–39, 166

mistakes to avoid, 39

“myth of the fixed pie,” 35–37

professional buyers and, 38

and tactics compared, 30–32, 39

timing of, 30–31

uncommon, 32–35