We hope you’ll use this index as a guide for your negotiations throughout the year and refer to it often. Reach out us with questions at info@scotworkusa.com.
Difficult People • Navigating Differences After a Heated Election p. 50 • Tired of Being Ghosted? p. 46
Historical Perspective • A Dickens-Inspired Negotiation Tale p. 116 • A Square Deal p. 94
Fairness • A Square Deal p. 94
Fear • And the Winner Is… p. 76
Incentives • Hurry - The Year is Ending! p. 52 • Thanksgiving Swap p. 112
Efficient Negotiating • Negotiate With Purpose p. 26 • Negotiation Opening Ceremony p. 82 • Where to Begin? p. 24 Emotion • Emotion and Personal Values p. 114 • Family Matters p. 110 • Navigating Differences After a Heated Election p. 50 Expectations • Negotiation Opening Ceremony p. 82 • Tired of Being Ghosted? p. 46
Flexible Strategy • Commercial Terms p. 56 • The Negotiation Equinox p. 62
Influence • What’s Your Negotiation PR Strategy? p. 96 • What Makes Partnerships Work?. p. 108 Information Sharing • Making Good Relationships Great p. 106 • Negotiation Is Misunderstood p. 22 • What’s Your Negotiation PR Strategy? p. 96
Framing • Presidential Framers and Reframers p. 88 • Unsolicited Opinions p. 36 Frequent Issues • And the Winner Is… p. 76 • Negotiation Is Misunderstood p. 22 • Power Shifts p. 30
Integrity • Damaged Goods:
A Relationship Gone Bad p. 102 • Emotion and Personal Values p. 114 • Making Good Relationships Great p. 106
Grievances • Vacation Desperation? Use Negotiation. p. 80
External Factors • The Negotiation Equinox p. 62 • Chaos and Mayhem p. 74
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