Always With, Never Against: A Textbook of Collaborative Negotiation
Edition: 1
Copyright: 2026
Pages: 111
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Dedication
Acknowledgments
Foreword
Preface
About the Author
Chapter 1 Square One
1.1 Why You Should Learn How to Negotiate
Section 1.1 Reflection Exercise
1.2 What Negotiating Is
Section 1.2 One-Sentence Response Question
1.3 What Negotiation Is Not
Section 1.3 One-Sentence Question
1.4 When to Negotiate
Section 1.4 One-Sentence Question
Chapter One Class Discussion Topic
Chapter 2 It’s Not About You
2.1 Two Possible Paths
Section 2.1 One Sentence Response Question #1
Section 2.1 One Sentence Response Question #2
2.2 Getting to “With”
Section 2.2 One Sentence Response Question
2.3 Be Curious, not Judgmental
Section 2.3 One Sentence Response Question
Class Exercise: “Yes, And . . . ”
Chapter 3 Negotiation Lingo
3.1 Talking the Talk
3.2 Negotiation Terminology
Chapter 4 The Ingredients
4.1 So Far
4.2 The Ingredients of “With” Negotiating
4.3 Directions
4.4 The Framework
Chapter Four Writing Exercise
Chapter 5 Negotiating With Ground Rules
5.1 Overview
5.2 Prepare, Practice, Repeat
5.3 Don’t Confuse the Players with the Purpose
5.4 Focus on Why, Not What
5.5 Create Options for Everyone
5.6 Use Neutral, Third-Party Criteria
5.7 Manage Your Emotions
5.8 Avoid Playing Ping-Pong
Chapter Five Reflection
Chapter 6 Negotiating the Negotiation
6.1 Setting the Stage
6.2 Efficiency and Effectiveness
6.3 Where?
6.4 When?
6.5 Who?
6.6 How Long?
Chapter Six Reflection Exercise
Chapter 7 Leverage, Concessions, and Dirty Tricks
7.1 Leverage
Section 7.1 One-Sentence Question
7.2 Concessions
Section 7.2 One-Sentence Question
7.3a Dirty Tricks
7.3b Dealing with Dirty Tricks
Section 7.3 One-Sentence Question
Chapter 8 Just Say No—When It’s Time to Walk Away
8.1 What Is Their Intent?
8.2 How Will I Know?
8.3 BATNA to the Rescue
8.4 Defending Your Decisions
Chapter 8.1 Reflection Exercise
Chapter 9 Dispute Resolution & Conflict Management
9.1 The Difference
9.2 Different Game, Same Plan
Chapter Nine Writing Assignment
Chapter 10 Raise Your Words, Not Your Voice
10.1 The Impact of Negative Emotions
10.2 When Good Emotions Go Bad
10.3 How to Handle Them When They Appear
10.4 How to Avoid Them to Begin With
10.5 Five Common Emotional Triggers
10.6 Mood
10.7 When to Let Them Out
Chapter Ten Reflection Exercise
Chapter 11 Virtual Negotiating
11.1 Clarifying “Virtual”
11.2 Upsides
11.3 Downsides
11.4 Text-Based Negotiating
11.5 Combo Platters
Chapter Eleven Ponderance Exercise
Chapter 12 Debriefing the Negotiation
12.1 Overview
12.2 Roles
12.3 The Outcome
12.4 Next Time?
Chapter Twelve Reflection Exercise
Bibliography
Index
John E. Cicala is an Associate Professor of Teaching in the Marketing and Supply Chain Management department in the Fogelman College of Business & Economics at the University of Memphis. He also served as director of the M.B.A. Programs from 2023 to 2026.
He has taught undergraduate and graduate courses in Negotiation since 2004, at the University of Memphis and Texas A&M University-Kingsville (TAMUK). At TAMUK, he founded and directed the Center for Negotiations and served as the university's delegate to the Principles of Responsible Management Education (PRME), and initiative of the United Nations' Global Compact.
Since 2023, he has hosted a podcast on negotiation, "Always With, Never Against." he has successfully completed several online and in-person courses through the Program on Negotiation at Harvard Law School, including Harvard's Master Class on Negotiation in May 2024.