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Copyright \u00a9 2008 by Alignor. All rights reserved.
Edited by Georgia C. Stelluto, IEEE-USA Publishing Manager
Cover design & layout by Greg Hill, Electronic Communications Manager
IEEE-USA eBooks presents this special edition o\ue003 John Shulman\u2019s e-book in collaboration with Alignor.
It is made possible by a special dues assessment o\ue003 IEEE members residing in the United States.

Introduction............................................................................................................................................................................. 4 What is Negotiation?.............................................................................................................................................................. 5 Di\ue002erent Approaches to Negotiation.............................................................................................................................. 5 The Alignor Three-Step Process......................................................................................................................................... 6 The Alignor Process Worksheet.......................................................................................................................................... 9 Negotiating With Your Boss: A Case Study.................................................................................................................. 10 Sample Talking Points......................................................................................................................................................... 15 Common Mistakes............................................................................................................................................................... 18 Summary................................................................................................................................................................................. 19 About the Author................................................................................................................................................................. 20 About Alignor........................................................................................................................................................................ 21