The trust factor : negotiating in SMARTnership

A new paradigm for commercial relationships -- Behavioral economics in deal-making -- The trust factor : the keystone of negoeconomics -- Rules of the game : defining and setting expectations -- Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process -- Creating a culture of trust and openness -- Where the "bigger" comes from: expanding the range of negoeconomic potential -- Style choices -- Sealing the deal : the second 5 phases of the negotiation process -- How big is my piece? : how the added value is shared -- Dealing with stress, threats, and bluffing -- Make the pie bigger and nobody loses -- Conclusion : restoring trust to the marketplace : it all starts with you