Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
T
Tactics, 8, 30–32, 39, 148–53, 161–62
Tepper, Sam, 50–51
Thompson, Steve, 135–36
Total value proposition, 7
Trading, 18–19, 22, 143
basic skills, 148–57
contingent contracts, 158
define/correct impasse, 158–59
hesitation, 160–61
outrageous demands in, 155–57
parachute items, 158
postsettlement settlements, 157
repricing the offer, 154–55
responding to tactics, 148–53
risk/reward, 159–60
Trust, 123
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