1. Strategy-The Overall Plan to Achieve One's Goals
    1. Strategy VS. Tactics
    2. Unilateral VS. Bilateral Approaches to Strategy
    3. The Dual Concerns Model
    4. Alternative Situational Strategies
    5. The Nonengagement Strategy : Avoidance
    6. Active-Engagement Strategies : Competition, Collaboration, and Accommodation
  2. GOALS
    1. Direct Effects
    2. Indirect Effects
  3. Stages and Phases
    1. Phase 1 : Preparation
    2. Phase 2 : Relationship Building
    3. Phase 3 : Information gathering
    4. Phase 4 : Information using
    5. Phase 5 : Bidding
    6. Phase 6 : Closing the deal
    7. Phase 7 : Implementating the agreement
  4. The Planning Process
    1. Defining the issues
    2. Assembling issues and defining the bargaining mix
    3. Defining interests
    4. Defining limits and alternatives
    5. Defining one's own objectives (targets) and opening bids (where to start)
    6. Asseesing constituents and the social context in which the negotiation will occur
    7. Analyzing the other party
      1. Resources, issues, and bargaining mix
      2. Interests and needs
      3. Resistance point and alternatives
      4. Targets and objectives
      5. Reputation and negotiation style
      6. Constituents, social structure, and authority to make and agreement
      7. Likely strategy and tactics
    8. Planning the issue presentation and defense
    9. Defining protocol -where and when the negotiation will occur, who will be there, what the agenda will be, and so on
  5. Floating Topic