X: The Ten Commandments of Negotiation

by Stefan Aarnio

Overview

What are The Ten Commandments Of Negotiation and why do we need them? Years ago in a study, 150 CEO’s were contacted and were asked for the top three personality traits desired for the company’s best negotiators. The top three desired traits were: 1 Personality 2 Knowledge of human nature 3 Ability to organize information The Ten Commandments Of Negotiation are time-tested fundamentals based on these top three desired traits. If you can obey the Ten Commandments, you will be successful more times than not in any negotiation. Inside this book you will learn: Why It is now Mandatory that we must Study Negotiation to be effective in business and in life Why We Don’t Learn to Negotiate in The public school system. Why the new rules of the economy have shifted and rule #1 is “you are entitled to nothing” Why you must negotiate or others will take advantage of you Why Win-Win negotiation is dead in the new economy Why you were born to be a great negotiator and how to reclaim your status! Plus learn to create an influential, powerful, pursuasive and winning personality. Wield the power of 30 Laws of Human Nature, moves and counter-moves. Learn how to create leverage in any situation with the 8 Elements Of Power used by top negotiators and salespeople in every industry! Learn how to organize information through chaos like the top negotiators at the Trump organization. Plus learn the secrets and power of reading body language like an ex-FBI agent.

Product Details

ISBN-13:	9781945507427
Publisher:	Clovercroft Publishing
Publication date:	05/01/2017
Pages:	224
Sales rank:	720,956
Product dimensions:	6.00(w) x 8.90(h) x 0.70(d)

About the Author

Stefan Aarnio is an award winning real estate investor, award winning serial entrepreneur, author of multiple books and educator. Having built his fortune through purchasing real estate at 40-60 cents on the dollar, Stefan became an avid student of negotiation at a young age testing and learning the principles in this book first hand in the real world. On a day-to-day basis, Stefan is the CEO of two multi million dollar companies and travels the world educating business people and entrepreneurs to bring forward the next generation of success.

Table of Contents

Foreword 17

How This Book Came To Be 19

You Were Born To Negotiate! 23

The History of Getting What We Want and the Reptile Brain 25

How to Read This Book 29

Part I Why We Must Study Negotiation and Why We Don't Learn to Negotiate in School 31

Reason To Study Negotiation #1: You Are Entitled To Nothing 33

Reason to Study Negotiation #2: Why We Are Not Taught to Negotiate in School 36

Reason to Study Negotiation #3: Negotiate or Others Will Take Advantage of You 40

Reason to Study Negotiation #4: All Is Fair in Love and War 45

Reason to Study Negotiation #5: Win-Win Negotiation Is Dead 48

Reason to Study Negotiation #6: Every Human Interaction Is a Negotiation 49

Part II The Ten Commandments of Negotiation 53

The Ten Commandments of Negotiation 55

Commandment #1 Get What You Want and Get Out 57

Commandment #2 Have a Pleasing Personality 59

Commandment #3 Prepare Diligently and Collect All Information 64

Commandment #4 Know What You Want and Have Clear Written Goals for Each Negotiation 65

Commandment #5 Gather All Information Before Making an Offer 67

Commandment #6 Always Present an Offer of Greater Value 68

Commandment #7 Do Not Give Concessions Freely 69

Commandment #8 Take What You Want, Give What They Need 70

Commandment #9 Obey the Laws Of Nonlinear Time 71

Comandment #10 Become a Student of Human Nature and Irrationality 72

Part III Three Steps to Negotiation and the Art of Getting What You Want 73

Three Steps to Negotiation and the Art of Getting What You Want 75

Phase 1 The Collection Phase 87

Phase 2 The Clutter Phase: Raise Issues and Make an Offer 98

Phase 3 The Close-Trading Points And Getting What You Want 103

Part IV 30 Laws Of Human Nature 111

Thirty Laws Of Human Nature 113

Law #1 Exploit the Need to Reinforce Previous Decisions 115

Practical Gambit: The Nibble

Law #2 Avoid Absorbing Other People's Problems 118

Practical Gambit: Hot Potato or "Not My Problem"

Law #3 Displaced Authority Is Real Authority 120

Practical Gambit-Displace Authority

Law #4 Have the Easy Conversations First and the Hard Conversations Last 123

Practical Gambit: Breaking an Impasse-The "Set-Aside Technique"

Law #5 Create The Illusion Of Fairness 125

Practical Gambit-Solving A Deadlock-The Neutral Third Party

Law #6 Create Dual Personalities for Contrast 130

Practical Gambit-Good Cop-Bad Cop

Law 7 Nothing Easy Is Good And Nothing Good Is Easy-Play Hard To Get 134

Practical Gambit-Never Take The First Offer

Law 8 Be Like Them-We Like People Who Are Like Us 136

Practical Gambit-Always Agree "Feel, Felt, Found"

Law #9 Humans Seek To Take Advantage Of Other Humans But Want To Avoid Being Taken Advantage Of… 138

Practical Gambit-Dumb Is Smart and Smart Is Dumb

Law #10 Why Buy the Cow if You Are Getting the Milk for Free? 141

Practical Gambit-Diminished Value of Services

Law #11 Fear of Loss Is Greater Than the Promise of Gain 144

Practical Gambit-Walk-Away Power

Law #12 The Law of Reciprocity 148

Practical Gambit-Trade-Off Principle and Unfair Trading

Law #13 Exploit Prizes and the Competitive Nature of Humanity 151

Practical Gambit-The Crunch-You'll Have to Do Better Than That!

Law #14 Humans Assume That Everything

Written Down Is True 153

Practical Gambit: Power of the Written Word

Law #15 Create Value Through Loss 156

Practical Gambit: The Withdrawn Offer

Law #16 Make Them Feel Like They Won 158

Practical Gambit: Positioning For Easy Acceptance

Law #17 He Who Writes The Rules Wins The Game 160

Practical Gambit: Always Be The One To Write The Contract

Law 18 The Caveman Principle-Humans Are Inherently Lazy 162

Practical Gambit: The Done for-You Technique

Law 19 Humans Turn Nonsense into Meaning and Meaning into Nonsense 164

Practical Gambit: Funny Money

Law 20 Create Clutter and Let Them Sort It Out 166

Practical Gambit: The Decoy

Law 21 Emotion Will Always Overpower Logic 168

Practical Gambit: Put Them in the Driver's Seat

Law 22 Big Lies Are More Believable Than Small Lies 170

Practical Gambit: Open with an Extreme Position, Ask For The Moon

Law 23 Need and Power Have an Inverse Relationship 173

Practical Gambit: The Apathetic Buyer

Law 24 Even Barbarians Think They Are Reasonable 175

Practical Gambit: The Low and Flexible Offer

Law 25 There Is No Such Thing as Equal-Only Different 177

Practical Gambit: Splitting the Difference

Law #26 We Don't Know Our Own Minds and Neither Do They 179

Practical Gambit: Stick To The Main Issues

Law #27 See The Forest from the Trees 183

Practical Gambit: Maintain Perspective

Law 28 The Strategic Mind Is Unpredictible 186

Practical Gambit: Whatever They Think You Will Do-Do the Opposite

Law 29 Appeal to-the Crocodile Brain-The Decision-Making Brain 189

Practical Gambit: Exploit the Power of New

Law 30 Force A Decision With An Ultimatum 191

Practical Gambit: Take It Or Leave It

Part V How To Negotiate By Reading Body Language 195

How To Negotiate By Reading Body Language 197

Part VI Eight Elements of Power and How to Increase Your Personal Power 211

Eight Elements of Power and How to Increase Your Personal Power 213

Element #1 Power of Legitimacy 215

Element #2 Power of Prizes 219

Element #3 Power of Punishment 222

Element #4 Power of Morality 223

Element #5 Power of Charisma 226

Element #6 Power of Expertise 228

Element #7 Power of Timing 230

Element #8 Power of Information 231

Stacking Power 232

Other Forms Of Power 234

Final Thoughts 237