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)

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