1. Scope of Negotiation 2. Process of Negotiation 3. Planning and Preparing for Negotiations: Charting Interests, Issues and Forces at Play, Taking Stock of Your Resources, Setting Goals 4. Individual Style 5. Techniques of Persuasion 6. The Behaviour of Effective Negotiators - Choosing Effective Negotiating Behaviours 7. Effective Communication Skills 8. Listening for Accuracy and Understanding 9. Control Skills 10. Traps, Tricks & Tips 11. Effective Advocacy: Openings and Proposals, Persuasive Language and Framing, Assertive Vs. Aggressive Behaviours 12. Solving Problems, Stimulating Creativity and Reaching Agreement 13. Making Good Negotiation Choices 14. A Negotiation Skills Audit 15. Exercises and Appendices