WINNING WITH INTEGRITY --- GETTING WHAT YOU'RE WORTH WITHOUT
SELLING YOUR SOUL by Leigh Steinberg with Michael D'Orso. Villard, 1998




ACKNOWLEDGMENTS

PROLOGUE (p3-12)

INTRODUCTION (p13-16)

1) Orientation (p17-37)

2) Preparation (p38-74)

3) Positioning (p75-131)

4) The encounter (p132-172)

5) Making the deal (p173-224)


THE TWELVE ESSENTIAL RULES OF NEGOTIATION (p225)
    [1] Align yourself with people who share your values

    [2] Learn all you can about the other party

    [3] Convince the other party that you have an option --- even if you don't!

    [4] Set your limits before the negotiation begins

    [5] Establish a climate of cooperation, not conflict

    [6] In the face of intimidation show no fear

    [7] Learn to listen

    [8] Be comfortable with silence

    [9] Avoid playing split-the-difference

    [10] Emphasize your concessions, minimize the other party's

    [11] Never push a losing argument to the end

    [12] Develop relationships, not conquests

EPILOGUE (p227-228

INDEX (p229-239)


Go to: Achievement Issue at Work
Go to: Character Issue at Work
Go to: Feeling Issue at Work
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