The Negotiation Toolbox (Dunod “BàO The Toolbox”, 2022)

Page 1 to 11: Start Pages | Page 7: Patrice Stern and Jean Mouton – Acknowledgments | Page 8 to 9: Patrice Stern and Jean Mouton – Foreword | Page 12 to 13: Patrice Stern and Jean Mouton – The Toolbox, Instructions | Page 14 to 15: Patrice Stern and Jean Mouton – Presentation | Page 16 to 19: Patrice Stern and Jean Mouton – Tool 1. The OSIRIS method | Page 20 to 23: Patrice Stern and Jean Mouton – Tool 2. The ATROCE checklist | Page 24 to 27: Patrice Stern and Jean Mouton – Tool 3. Defining the fields of the objectives: the alpha angle | Page 28 to 31: Patrice Stern and Jean Mouton – Tool 4. Determine your trading ranges (the potato) | Page 32 to 33: Patrice Stern and Jean Mouton – Tool 5. Compose your team | Page 34 to 35: Patrice Stern and Jean Mouton – Tool 6. Your universe as a negotiator | Page 36 to 39: Patrice Stern and Jean Mouton – Tool 7. Diagnosing corporate culture | Page 40 to 41: Patrice Stern and Jean Mouton – Presentation | Page 42 to 45: Patrice Stern and Jean Mouton – Tool 8. Doctrine: planning your scenarios | Page 46 to 47: Patrice Stern and Jean Mouton – Tool 9. Membership/trust grid | Page 48 to 51: Patrice Stern and Jean Mouton – Tool 10. The Johari window | Page 52 to 55: Patrice Stern and Jean Mouton – Tool 11. Barriers to negotiation | Page 56 to 57: Patrice Stern and Jean Mouton – Tool 12. Negotiating with transactional analysis | Page 58 to 59: Patrice Stern and Jean Mouton – Tool 13. Decoding the gestures of the other | Page 60 to 61: Patrice Stern and Jean Mouton – Tool 14. The Negotiation Wheel | Page 62 to 63: Patrice Stern and Jean Mouton – Presentation | Page 64 to 67: Patrice Stern and Jean Mouton – Tool 15. Game theory | Page 68 to 71: Patrice Stern and Jean Mouton – Tool 16. Win-Win or lose-lose | Page 72 to 73: Patrice Stern and Jean Mouton – Tool 17. Unframe, reframe | Page 74 to 77: Patrice Stern and Jean Mouton – Tool 18. The Lever Technique | Page 78 to 81: Patrice Stern and Jean Mouton – Tool 19. Zones of power (Crozier) | Page 82 to 85: Patrice Stern and Jean Mouton – Tool 20. The two forces of Sun-Tzu | Page 86 to 89: Patrice Stern and Jean Mouton – Tool 21. Act in three steps | Page 90 to 91: Patrice Stern and Jean Mouton – Presentation | Page 92 to 93: Patrice Stern and Jean Mouton – Tool 22. ISIS reception | Page 94 to 97: Patrice Stern and Jean Mouton – Tool 23. Negotiating with Palo Alto | Page 98 to 101: Patrice Stern and Jean Mouton – Tool 24. The DIAD vision | Page 102 to 103: Patrice Stern and Jean Mouton – Tool 25. Forced passage | Page 104 to 107: Patrice Stern and Jean Mouton – Tool 26. Desired change | Page 108 to 111: Patrice Stern and Jean Mouton – Tool 27. Using bizarre solutions | Page 112 to 113: Patrice Stern and Jean Mouton – Tool 28. The Mac Neil rules | Page 114 to 117: Patrice Stern and Jean Mouton – Tool 29. Measuring the mood of your negotiation | Page 118 to 119: Patrice Stern and Jean Mouton – Tool 30. Your assessment as a negotiator | Page 120 to 121: Patrice Stern and Jean Mouton – Presentation | Page 122 to 123: Patrice Stern and Jean Mouton – Tool 31. The TACTICAL PALETTE | Page 124 to 125: Patrice Stern and Jean Mouton – Tool 32. The “Advocacy” tactic | Page 126 to 127: Patrice Stern and Jean Mouton – Tool 33. The “Assemblage” tactic | Page 128 to 129: Patrice Stern and Jean Mouton – Tool 34. The “Limitation” tactic | Page 130 to 131: Patrice Stern and Jean Mouton – Tool 35. The “simultaneous erasure” tactic | Page 132 to 133: Patrice Stern and Jean Mouton – Tool 36. The “Transfer” tactic | Page 134 to 135: Patrice Stern and Jean Mouton – Tool 37. The “Whirlpool” tactic | Page 136 to 137: Patrice Stern and Jean Mouton – Tool 38. The “Time elasticity” tactic | Page 138 to 139: Patrice Stern and Jean Mouton – Tool 39. Disruptive tactics | Page 140 to 141: Patrice Stern and Jean Mouton – Presentation | Page 142 to 143: Patrice Stern and Jean Mouton – Tool 40. Negotiating skills | Page 144 to 147: Patrice Stern and Jean Mouton – Tool 41. Our ways of thinking | Page 148 to 151: Patrice Stern and Jean Mouton – Tool 42. Understanding your personality | Page 152 to 153: Patrice Stern and Jean Mouton – Tool 43. Your style of behavior | Page 154 to 155: Patrice Stern and Jean Mouton – Tool 44. The PReV approach | Page 156 to 159: Patrice Stern and Jean Mouton – Tool 45. The “Causal sequences” approach | Page 160 to 163: Patrice Stern and Jean Mouton – Tool 46. Bachelard’s creative approach | Page 164 to 167: Patrice Stern and Jean Mouton – Tool 47. Getting rich through Chinese dialectics | Page 168 to 169: Patrice Stern and Jean Mouton – Presentation | Page 170 to 171: Patrice Stern and Jean Mouton – Tool 48. I’m (not) okay, you’re (not) okay | Page 172 to 173: Patrice Stern and Jean Mouton – Tool 49. Reference universes | Page 174 to 175: Patrice Stern and Jean Mouton – Tool 50. For active listening | Page 176 to 177: Patrice Stern and Jean Mouton – Tool 51. Collaborating thanks to the 4Rs | Page 178 to 179: Patrice Stern and Jean Mouton – Tool 52. The “July 14” method | Page 181 to 183: Glossary | Page 185 to 188: Bibliography | Page 191 to 192: End pages.