Negotiating is a process of two parties (individuals or groups) looking to come to some agreement over something. In general negotiation is required because what the two parties want is, at least superficially, conflicting.

Negotiating is going on all the time, varying from big contract negotiations to everyday agreeing to do something for someone else.  This chapter addresses major negotiations, giving guidance on the key issues, but also looks at everyday negotiating in circumstances most people don't even think of as negotiating. 

Introduction

Preparation (prior to start of negotiations)
Establishing the climate (once the negotiators are together)
Exploring needs of the other party
Stating what you want - your opening gambit
Problem solving to arrive at a mutually beneficial agreement
Confirming understandings and closing
Aftermath
Summary Checklist
Common areas to be traded (for a product)
The Bidding Process
Possible outcomes of negotiations and their consequences
Characteristics of an effective negotiator
Why undertake fair negotiations
Recognising unscrupulous negotiators
Dealing with Unscrupulous Negotiators
Conflict
The Justification for Assertiveness
Complications relating to negotiations
The role of negotiating in everyday life
Minor Haggling
Miscellaneous tips of successful negotiating
Questions (for Eliciting Information)
Group negotiations