A--The role of the chief negotiator B--Controlling negotiations C--Committing to the results D--Site selection E--Setting the agenda F--Keeping the upper hand G--Initiating negotiations H--Basic protocol I--Reaching consensus J--The function of bias K--Formulating a workable strategy L--Selecting team members M--Sizing up your counterparts N--Negotiating styles O--Getting your message through P--Reporting the results ( )基本礼节 ( )执行谈判结果