Bazerman, Max, 17–18, 35, 49–50, 63, 116, 144
Behavior approach, to negotiation, 5
Blueprint, 13–19
see also Consequences of No Agreement
creating value with, 21–22, 129–41
estimating, 19, 20–21, 43–66
items to be included in agreement, 16–19
using Strategic Negotiation Process. See Strategic Negotiation Process
using to divide value, 22, 36, 179–80
wish lists, 14, 20–21. See also Wish List Estimations
Bonoma, Thomas V., 3
Bundles, 131
Buyers, professional, 5–6
Consequences of No Agreement and, 15
creating joint value with, 38
dividing value and, 161
level of, 11
and seller relationship, 7–8
supplier performance metrics, 81
typical validation questions, 104–9
validation meeting preparation, 109
Wish List Estimation and, 80–81