Table of Contents

PREFACE: ‘Name, Frame, and Claim the Conversation’

PRELUDE TO NEGOTIATING: Win-Win and the Power of Intention

PART I: FOR WOMEN ONLY

Chapter 1: Gender Matters………………………………………………………………19

Chapter 2: The Womanly Skills of Negotiation……………………………………..27

Chapter 3: Using Structure to Shrink Gender Bias………………………………….39

Chapter 4: Finding Your Style………………………………………………………….45

PART II: THE ART OF PERSUASION

Chapter 5: The Basics of Persuasion………………………………………………..53

Chapter 6: The Language of Negotiation…………………………………………63

Chapter 7: Stop, Look, and Listen……………………………………………………69

Chapter 8: Guerilla Tactics………………………………………………………………79

PART III: PREPARING FOR SUCCESS

Chapter 9: Everything is Negotiable………………………………………………..91

Chapter 10: Defining Your Bargaining Range……………………………………99

Chapter 11: Setting the Stage……………………………………………………………107

PART IV: BARGAINING

Chapter 12: Act I: Phases of the Game…………………………………………….117

Chapter 13: Your Opening Ask………………………………………………………..125

Chapter 14: Act II: Winning the Middle Game……………………………….131

Chapter 15: Act III: Closing the Deal………………………………………………141

IN CONCLUSION: ‘The World Will be Saved by Western Women’………………..149