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Imperial Library
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Index
Title Page
Copyright Page
Disclaimer
About the Author
Author’s Note & Disclaimer
Contents
Chapter 1 Walk Out (Tactical) –Temporary Halt (1-30 days)
Chapter 2 Walk Out (Strategic)– Intermediate Halt (1-3 months)
Chapter 3 Be the First to Propose The Terms (Anchoring)
Chapter 4 Plan on Five Rounds
Chapter 5 Seek Agreement on Broad (Favorable) Principles
Chapter 6 Know Your Target’s Probable Limits
Chapter 7 Friend and Foe/Good Cop, Bad Cop (Constant)
Chapter 8 Friend and Foe/Good Cop, Bad Cop (Intermittent/End Game)
Chapter 9 Demand Active Involvement of All Ultimate Authorities
Chapter 10 Never Agree to Last-Minute Add-Ons
Chapter 11 Keep the Pressure Steady
Chapter 12 Keep Intermediaries in The Dark
Chapter 13 Always Pause Before Responding to an Offer
Chapter 14 Set an Artificial Deadline
Chapter 15 Take Charge of Drafting Any Written Agreement
Chapter 16 Use Ambiguity to Prevent Premature Commitment
Chapter 17 Never Start at or Near Your Real Position
Chapter 18 Ignore “Final Offer” Declarations
Chapter 19 But Use “Bottom Line” As Your Own Effective Bluff Technique
Chapter 20 Break Chain of Command
Chapter 21 Small Gifts Trigger Reciprocity
Chapter 22 Limit and Confine Bystander Involvement
Chapter 23 Beware of Phantom Justifications
Chapter 24 Use Behavioral Mimicry to Create Sense of Affiliation with the Target
Chapter 25 Use the “Tourist Trap” Advantage
Chapter 26 Use Social Proof
Chapter 27 Reject All Suggestions That the Price Is Fixed
Chapter 28 Bet on Your “Poker Face”
Chapter 29 Call for A Penalty On Delay of Game Tactics
Chapter 30 Use Delay of Game Tactics, Or The Hurry-Up Offense, To Disrupt Target Strategies and Flexibility
Chapter 31 Bundle Terms Together
Chapter 32 Convey Indifference
Chapter 33 Divide and Conquer
Chapter 34 Some Negotiators Do Lie; Use Contingencies to Protect Your Interests
Chapter 35 Present a Proposed Final Agreement at the Start of Negotiations
Chapter 36 Is Your Target Low on Resources?
Chapter 37 Have A Backup Plan
Chapter 38 Focus On Interests, Not Just Needs
Chapter 39 Beware The Floodgates
Chapter 40 Invest Your Target in The Deal
Chapter 41 Develop a Profile On Your Target
Chapter 42 Get Public Commitment
Chapter 43 Write Your Target’s Negotiation Talking Points
Chapter 44 Compliment The Target
Chapter 45 Frame Positions Using Prospect Theory
Chapter 46 Aggressively Question Your Target About All Aspects of Their Position
Chapter 47 Attack Overconfidence by Challenging Underlying Assumptions
Chapter 48 Use Occasional Humor or Lighthearted Examples
Chapter 49 Push Your Own Actual Experience
Chapter 50 Never Acknowledge Concessions
Chapter 51 Use Documents to Persuade
Chapter 52 Quote Authorities Extensively
Chapter 53 The Mediator is Your Frenemy
Chapter 54 Ignore Negativity
Chapter 55 Use Indecision
Chapter 56 Invade Personal Space
Chapter 57 Use Complete Silence as A Loud Response
Chapter 58 Never Acknowledge Weaknesses
Chapter 59 Use Acquaintances of the Target as De Facto Negotiating Team Members
Chapter 60 Linguistically Frame Your Position to Match a Position Demanded by Your Target
Chapter 61 Location, Location, Location
Chapter 62 Stress That Delay Will Lead to Worse Terms
Chapter 63 De-Legitimize External Factors of Concern to Your Target
Chapter 64 View “Objections” As Complaints
Chapter 65 Propose Terms If Lump-Sum Resolution Isn’t Possible
Chapter 66 Ignore Target Demands to Drop Terms
Chapter 67 Ignore Threats by a Target to Sell or Go Elsewhere
Chapter 68 Gold-Plate The Target’s Outcome for Consumption by The Target and Others
Chapter 69 Never Take No
Chapter 70 Appreciate How Little Your Target Knows
Chapter 71 Conduct a Mock Negotiation
Chapter 72 Empower Your Target to Say No/Walk Out
Chapter 73 Speak From Emotion
Chapter 74 Use the Internet
Chapter 75 Hire an Expert Solely for Your Negotiation Session
Chapter 76 Bluff About the Extent of Your Knowledge
Chapter 77 Negotiate To Avoid Transactions Costs (To You)
Chapter 78 Use The Ping-Pong Technique
Chapter 79 Scarcity Sells
Chapter 80 Obtain Binding Authority from Your Own Principal
Chapter 81 Snowball Fight Technique
Chapter 82 Fracture Single-Issue Deadlocks into Negotiable Sub-Issues
Chapter 83 Last-Minute Hesitation
Chapter 84 Use a Friends-and-Family Program of Your Own
Chapter 85 Eye Contact is Critical to Credibility
Chapter 86 Use Consistency Principles
Chapter 87 Explain Aggression as Excitement
Chapter 88 Telephone and Email Negotiations
Chapter 89 Appeal to Your Target’s Sense of Vanity
Chapter 90 Speak as If the Deal Is Inevitable
Chapter 91 Change Mediators as Needed, Even Mid-Session
Chapter 92 Ensure That Your Principal Gets the Bluff
Chapter 93 Promote The Exclusivity of the Deal
Chapter 94 Trust No One
Chapter 95 Use Bracketed Moves for Speed, Valuable Insights
Chapter 96 Being Naïve Is A Sin. Acting Naïve Isn’t
Chapter 97 Bring A Negotiating Team Double or Triple the Size of the Target’s Team
Chapter 98 Never Give Things of Value to The Target Before a Final, Binding Deal
Chapter 99 Never Tolerate Overt Disrespect, Taunts or Threats
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