Creative conflict: a practical guide for business negotiators

Preface: Frank Mobus's fundamental insight

Part one. The third way. Negotiating a new era

The Mobus Negotiating Continuum

Mental models

Part two. The gamesman (bargaining). Overcoming our fears

Bargaining strategies

Bargaining tactics

Drawing a map: advanced bargaining in three acts

Part three. The trader (creative deal making). Moving around the table

Creative dealmaking: strategies and tactics

Part four. The partner (relationship building). Joining forces

The sole source

Team negotiations

Internal negotiations

Afterword: Thinking like a negotiator.