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Preface vii Introduction xi 1 Conflict ? the basics 1 2 Conflict development 11 3 Approaches to managing conflict 23 4 Negotiation ? the basics 43 5 Positions, concessions and interests 55 6 Getting ready to negotiate 67 7 Negotiation styles 85 8 Negotiation tools and planning 91 Conclusion 107 Notes 109 Glossary 115 Index 119
Baden Eunson teaches in the school of English, Communications and Performance Studies at Monash University, and also runs a training and consultancy business. He is the author of numerous books, including the best-selling C21: Communicating in the 21st Century , 2nd edn, John Wiley & Sons.