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Index
Title Page
Copyright Page
Dedication
Foreword
Introduction
WHAT IS TRUMP-STYLE NEGOTIATION?
MY EDUCATION IN THE ART OF NEGOTIATION
THE ORIGIN OF THIS BOOK
Chapter 1 - WHAT IS NEGOTIATION... REALLY?
THE RULES OF NEGOTIATION
NEGOTIATION IS PART OF LIFE
DEFINING NEGOTIATION
WHAT NEGOTIATION IS NOT
SEVEN GOALS TO HELP YOU SUCCEED IN ANY NEGOTIATION
CONCLUSION
I - KEYS TO NEGOTIATING LIKE DONALD TRUMP
Chapter 2 - HONE YOUR PERSONALITY
THE GOALS OF ANY NEGOTIATION: TRUST, RAPPORT, AND SATISFACTION
EIGHT TIPS FOR BUILDING TRUST, RAPPORT, AND SATISFACTION
NO ONE EVER ASKS FOR A POUND OF FRIENDSHIP OR A BUCKET OF INTEGRITY BUT THEY ...
BE A CHAMELEON—ADAPT YOUR NEGOTIATING STYLE TO THE NEGOTIATING ENVIRONMENT
Chapter 3 - PROBE TO LEARN WHAT THE OTHER SIDE WANTS, FLUSH OUT WEAKNESSES, AND ...
A FUNDAMENTAL RULE: DON’T ACCEPT ANYTHING AT FACE VALUE
IMPORTANT FACT TO REMEMBER: DON’T BELIEVE EVERYTHING SOMEONE WRITES OR SAYS
FEARS AND WISHES INFLUENCE PERCEPTION ON BOTH SIDES
IT’S WRONG TO ASSUME THAT THE OTHER SIDE KNOWS WHAT YOU KNOW
BEWARE OF THE AURA OF LEGITIMACY
IDENTIFY THE KEY PEOPLE INVOLVED IN THE NEGOTIATION
THREE THINGS YOU MUST LEARN ABOUT THE OTHER SIDE
UNCOVER HIDDEN WEAKNESSES AND INFORMATION
EXPLOITING WEAKNESS
TWO COMMON WEAKNESSES
Chapter 4 - BE A MASTER SALESMAN
ENTHUSIASM INSPIRES OTHER PEOPLE
IF YOU BUILD RELATIONSHIPS WITH OTHER PEOPLE, IT MAKES THE DEAL WORK
SHOWMANSHIP SELLS YOUR IDEAS
GOOD PREPARATION ULTIMATELY WINS THE DEAL
ZIFF’S PRINCIPLE OF LEAST EFFORT
YOU MUST HAVE TENACITY TO SUCCEED
Chapter 5 - CONTROL THE PACE OF THE NEGOTIATION
CONTROL THE PACE
THREE EASY WAYS TO CONTROL THE PACE OF A NEGOTIATION
DEADLINES
A VALUABLE NEGOTIATION TOOL: YOUR CRITICAL PATH
DELAYS
PLANNING A NEGOTIATION
USE PARALLEL NEGOTIATING TRACKS
MURPHY WAS AN OPTIMIST
USE DEADLOCKS TO YOUR ADVANTAGE
Chapter 6 - HARNESS THE POWER OF HUMAN NATURE
PSYCHOLOGY OF NEGOTIATING
OPERATE ON ZIFF’S PRINCIPLE OF LEAST EFFORT
Chapter 7 - INFORMATION IS POWER
ACTUAL KNOWLEDGE
APPARENT KNOWLEDGE
Chapter 8 - KEEP MULTIPLE SOLUTIONS IN MIND
DEFINE THE BOTTOM LINE IN ITS VARIOUS ASPECTS
CONSIDER LONG-TERM BENEFITS VERSUS SHORT-TERM NEGATIVES
USE FLEXIBILITY AS A STRATEGIC TOOL
BOTTOM-LINE DEFINITIONS
EXPLOITING SHORT-TERM FINANCIAL THINKING IN OTHERS
Chapter 9 - WIN THROUGH DISCIPLINE
HOW TO PREPARE
YOUR MOST POWERFUL TOOL: A DEAL BOOK
REVIEW EVERY NEGOTIATION IMMEDIATELY AFTERWARD
II - STRATEGIES FOR SPECIAL SITUATIONS
Chapter 10 - POWER NEGOTIATING TACTICS AND COUNTERMEASURES
THE CRUNCH: “YOU’VE GOT TO DO BETTER THAN THAT”
“THAT’S ALL I CAN DO”
NIBBLING
THE CHANGE OF PACE
“TAKE IT OR LEAVE IT”
FORCED REVISIONS
Chapter 11 - NEGOTIATING WITH DIFFICULT PEOPLE
IVAN THE INTIMIDATOR
KNOW-IT-ALL CHARLIE
WAFFLING WILMA
Chapter 12 - GET TOUGH STRATEGIES . . . AND WHEN TO USE THEM
WHAT YOU SHOULD DO WHEN YOU DECIDE TO USE THE GET-TOUGH STRATEGY
Chapter 13 - DOS AND DON’TS OF SKILLED NEGOTIATORS
DO TRUST YOUR OWN INSTINCTS
DO ADOPT YOUR OWN STYLE OF NEGOTIATING
DON’T TALK ABOUT YOUR WEAKNESSES
DO COACH YOUR ADVISORS TO SAY AS LITTLE AS POSSIBLE
DON’T BELIEVE IN THE “BOGEY” THEORY
DON’T USE ALL THE POWER YOU POSSESS
DON’T FORGET THAT THERE’S NO RIGHT PRICE FOR THE WRONG ITEM
DO SET HIGHER GOALS WITHIN REALISTIC LIMITS
Chapter 14 - TELEPHONE AND E-MAIL NEGOTIATION TIPS
GOOD AND BAD ASPECTS OF THE TELEPHONE
SOME TELEPHONE TRAPS
LEARNING TO MASTER THE TELEPHONE
E-MAIL RULES OF THUMB
Chapter 15 - WHEN TO USE NONBINDING LETTERS OF INTENT OR MEMORANDA OF UNDERSTANDING
THE VALUE OF A NONBINDING LETTER OF INTENT OR MEMORANDUM OF UNDERSTANDING
WHO CONTROLS THE DOCUMENT?
A GUIDE FOR THE LEGAL DOCUMENTS
CREATES A MORAL COMMITMENT AND ADDS TO TIME INVESTED
Chapter 16 - THE MOST INTRICATE DEAL I EVER NEGOTIATED
ACT 1
ACT 2
FINAL ACT
Chapter 17 - SIX TACTICS FOR INCREASING YOUR POWER IN A NEGOTIATION
INDEX
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