Contents
Part I: Become an Expert: Master the Five Golden Rules of Negotiation
Chapter 1: The Crucial Prerequisite
Chapter 2: How to Set Your Initial Offer
Chapter 3: How to Respond to the Other Party’s Initial Attacks
Chapter 4: Never Make a Concession Without Getting Something in Return
Chapter 5: How to Avoid Giving Away More Than Necessary
Chapter 6: How to Guide Negotiations to a Successful Conclusion
Part II: Become a Guru: Anticipate Your Opponent’s Moves
Chapter 7: How to Distinguish Apparent Demands From Real Demands
Chapter 8: How to Shift the Balance of Power Between Buyer and Seller
Chapter 9: How to Avoid the Traps of Professional Negotiators
Chapter 10: How to Analyze and Exploit Decision-Making Processes
Part III: Become a Legend: Develop Exceptional Negotiating Skills
Chapter 11: Get “the Enemy” on Your Side
Chapter 12: How to Handle Bluffs and Detect Lies
Chapter 13: Dealing With Difficult Discussions—Tactfully
Chapter 14: “Take It or Leave It”: How to Break the Deadlock