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CONTENTS
Introduction 1
1 Everything Is Negotiable 5
2 Overcome Your Negotiation Fears 9
3 The Types of Negotiating 14
4 Lifetime Business Relationships 19
5 The Six Styles of Negotiating 24
6 The Uses of Power in Negotiating 29
7 Power and Perception 32
8 The Impact of Emotions on Negotiation 36
9 The Element of Time in Decisions 40
10 Know What You Want 45
11 The Harvard Negotiation Project 48
12 Preparation Is the Key 51
13 Clarify Your Positions-and Theirs 56
14 The Law of Four 61
15 The Power of Suggestion in Negotiating 66
16 Persuasion by Reciprocation 71
17 Persuasion by Social Proof 76
18 Price Negotiating Tactics 80
19 The Walk-Away Method 85
20 Negotiations Are Never Final 89
21 The Successful Negotiator 93
Index 99
About the Author 103