We hope you will use this index as a guide for your negotiations throughout the year and refer to it often. Reach us with questions at info@scotworkusa.com.
Process • Could You Outnegotiate Kobe? p. 98 • Strike When the Iron Is Cold p. 60 • Where to Begin? p. 24 Self-Improvement • Could You Outnegotiate Kobe? p. 98 • The Seven Deadly Sins of a Negotiator, Part 1 p. 40 • The Seven Deadly Sins of a Negotiator, Part 2 p. 42
Value • Negotiate Like an NFL Pro p. 90 • Surviving the Toughest Work Negotiations p. 92
Success at the Table • Measuring Success: A Negotiation’s Closing Ceremony p. 86 • Strike When the Iron Is Cold p. 60
Thanksgiving • Thanksgiving Swap p. 112
Vacations • Vacation Desperation? Use Negotiation. p. 80
Time as a Tool • Family Matters p. 110 • Make the Negotiation Time Warp Your Ally p. 48 • Hurry - The Year is Ending! p. 52 Tone • Emotion and Personal Values p. 114 • Rules of Engagement p. 30 Trust • Relationships Matter More Than You Think p. 104 • What Makes Partnerships Work? p. 108
Win-Win • Measuring Success: A Negotiation’s Closing Ceremony p. 86 • What Makes Partnerships Work? p. 108
Status Quo • Hurry - The Year is Ending! p. 52
Work Environments • Surviving the Toughest Work Negotiations p. 92
Strengthening Connections • Family Matters p. 110 • Making Good Relationships Great p. 106 • Strike When the Iron Is Cold p. 60 • What Makes Partnerships Work? p. 108
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