Welcome to the crux of the matter. The next four chapters spell out the 21 Rules for successful negotiating. The Rules—and especially the seven Critical Rules in Chapter 6—are the focal point of Negotiate to Win. They explain how to bargain.
Every effective, reliable, ethical negotiating technique of any significance whatsoever is included in the Rules. That’s why there are so many, far too many to remember. A 21-item list of anything is going to be impossible to remember. But you don’t need to remember all of them, because only a handful are really important on a day-to-day basis.
So there won’t be any doubt about where the real muscle in the Rules is, I’ve divided them into three categories: ...
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