1 Introduction to this book Part One: Phases 2 Phases of negotiation 3 Preparation 4 Establishing rapport 5 Discussion: starting the negotiation 6 Proposals 7 Bargaining 8 Reaching settlement 9 Questions and answers Part Two: Approach 10 Approaches to the negotiation 11 Body language 12 Rapport 13 Culture 14 Diplomatic language 15 Handling problems Part Three: Evaluation 16 Preparing for a negotiation 17 Cross-cultural checklist 18 Evaluating your performance