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Overview
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
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