Melanie Billings-Yun, Ph.D., founded and was senior partner of Global Resolutions, a consulting firm providing negotiation assistance and expertise to businesses, governments, and individuals around the globe. Formerly a research director and lecturer on history at Harvard’s Kennedy School of Government, she has spent the past two decades working with leading companies to improve their internal and external relationships through negotiation. She teaches at the Master of International Management program at Portland State University and resides in Washington, D.C. For more information, please visit www.beyond-dealmaking.com.

• Preface. Introduction.Part One: Why Relationships Matter.1 The Goal Is Not a Good Deal, but a Good Outcome.2 Even Monkeys Demand Fairness.3 The Power of Us.Part Two: The Mind of the Negotiator.4 The Four Pillars of Relationship Negotiation.5 Don't Feed the Bears!6 Be Prepared.Part Three: Five Steps to Success.7 Goals—What You Really Want.8 Routes—How to Get There.9 Arguments—Making Your Case.10 Substitutes—The Backup Plan.11 Persuasion—Winning Them Over.Part Four: Conclusion.12 You Can Negotiate!Appendix A: GRASP Negotiation Planner.Appendix B: Post-Negotiation Evaluation.Notes.Acknowledgments.About the Author.Index.

Melanie Billings-Yun, Ph.D., founded and was senior partner of Global Resolutions, a consulting firm providing negotiation assistance and expertise to businesses, governments, and individuals around the globe. Formerly a research director and lecturer on history at Harvard’s Kennedy School of Government, she has spent the past two decades working with leading companies to improve their internal and external relationships through negotiation. She teaches at the Master of International Management program at Portland State University and resides in Washington, D.C. For more information, please visit www.beyond-dealmaking.com.

• Preface. Introduction.Part One: Why Relationships Matter.1 The Goal Is Not a Good Deal, but a Good Outcome.2 Even Monkeys Demand Fairness.3 The Power of Us.Part Two: The Mind of the Negotiator.4 The Four Pillars of Relationship Negotiation.5 Don't Feed the Bears!6 Be Prepared.Part Three: Five Steps to Success.7 Goals—What You Really Want.8 Routes—How to Get There.9 Arguments—Making Your Case.10 Substitutes—The Backup Plan.11 Persuasion—Winning Them Over.Part Four: Conclusion.12 You Can Negotiate!Appendix A: GRASP Negotiation Planner.Appendix B: Post-Negotiation Evaluation.Notes.Acknowledgments.About the Author.Index.

Melanie Billings-Yun, Ph.D., founded and was senior partner of Global Resolutions, a consulting firm providing negotiation assistance and expertise to businesses, governments, and individuals around the globe. Formerly a research director and lecturer on history at Harvard’s Kennedy School of Government, she has spent the past two decades working with leading companies to improve their internal and external relationships through negotiation. She teaches at the Master of International Management program at Portland State University and resides in Washington, D.C. For more information, please visit www.beyond-dealmaking.com.

• Preface. Introduction.Part One: Why Relationships Matter.1 The Goal Is Not a Good Deal, but a Good Outcome.2 Even Monkeys Demand Fairness.3 The Power of Us.Part Two: The Mind of the Negotiator.4 The Four Pillars of Relationship Negotiation.5 Don't Feed the Bears!6 Be Prepared.Part Three: Five Steps to Success.7 Goals—What You Really Want.8 Routes—How to Get There.9 Arguments—Making Your Case.10 Substitutes—The Backup Plan.11 Persuasion—Winning Them Over.Part Four: Conclusion.12 You Can Negotiate!Appendix A: GRASP Negotiation Planner.Appendix B: Post-Negotiation Evaluation.Notes.Acknowledgments.About the Author.Index.