Preface xi What You Already Know and What’s New xii What’s to Come xiii Step 1 Cracking the Negotiations Code 1 Learning Negotiation Skills 3 What Is Negotiation? 4 Why Is This So Much Harder at Home Than at Work? 5 Negotiating by the Numbers 6 The Limits of Learning from Experience 7 The Paradoxes of Parenting 8 The Problem of Analogical Transfer 10 Five Big Ideas about Learning Negotiation Skills 12 2 The Single Best Predictor of Success: Preparation 15 Start with a Goal 15 The Nitty-Gritty of Preparing: The Three-Question Checklist, Asked Twice 16 Why Are “Whys” Particularly Hard in This Setting? The Two Levels: Immediate and Perpetual 18 First Things First: Get Your Own Ducks in a Row 19 Sharing Your “Why” 20 Contents
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