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Index
Elementary Rules
# 1 Begin With The End In Mind
# 2 Never Lose Sight
# 3 Avoid Bickering
# 4 Fight For Your Right
# 5 The Purpose Of War Is Peace
# 6 Man Is Not Ball
# 7 Hard On The Problem, Soft On The People
# 8 Evoke Empathy
# 9 Have A Bite
# 10 Create Goodwill
# 11 Patients Don’t Sue Doctors They Like
# 12 Don't Be The One Who Gets Cheated
# 13 Break The Ice (with Humor)
Attitude
# 14 Say Sorry
# 15 Be Conscious Of The Subconscious
# 16 Never Assume You’re Smarter
# 17 Your Perception Is Your Reality
# 18 See The Monkey Inside
# 19 Don’t Take It Personally
# 20 Lose Your Patience, Lose The Game
Tips Before You Begin
# 21 Know Your Enemy
# 22 Underpromise, Overdeliver
# 23 Know What You're Not Going To Say
# 24 If You Bark, Bite Too
# 25 Pick Your Enemy
# 26 Know Your Batna
Approach
# 27 Kiss
# 28 Counter With A Question
# 29 Use The Power Of Silence
# 30 Pace Yourself
# 31 Take One Step At A Time
# 32 Never, Never, Never Give In
# 33 Stay Sharp Until The Bitter End
# 34 File A Claim
# 35 Sometimes The Second-best Option Leads To The Best Result
# 36 Walk Away For A Change
# 37 Count To Ten
# 38 Find The Weak Spot
# 39 Delegate The Problem
# 40 Confirm Agreements
Deal-makers
# 41 Sit Side By Side
# 42 Keep The Human Factor In Mind
# 43 Call A Spade A Spade
# 44 Sometimes, Bang The Table
# 45 Do The Unexpected
# 46 Be Prepared To Do It
# 47 Offer A Graceful Exit
Pitfalls
# 48 Sniff Out The Fallacy
# 49 Beware Of The Catch
# 50 It Started When He Hit Back
# 51 Stick To Your Principles
# 52 Beware Of Goodwill Killers
# 53 Avoid Spoilsports
# 54 Insist On Quid Pro Quo
# 55 Don’t Lose Out Twice
# 56 Falsify!
# 57 If It Doesn't Work, Do It Differently
# 58 Avoid Double Dirt
# 59 Beware Of Open Endings
The Offer
# 60 Refuse Underpayment
# 61 Define Your Minimum Demands
# 62 Refer To Clone Cases
# 63 Sweeten The Deal, Sweeten The Other
# 64 Give Them A Say
The Message
# 65 It’s Not About The Dog
# 66 Look Beyond Words
# 67 Touch Him
# 68 Form Versus Content
# 69 Agree To Disagree
Human Natures
# 70 Know Your Ego
# 71 Beware Of Cowboys
# 72 Spot The Hysterical Person
# 73 Lie Carefully
# 74 It Will Be Used Against You
To Conclude
# 75 You'll Laugh About It, Afterwards
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