Contents
What is Power Negotiating?
Playing the Power Negotiating Game
Beginning Negotiating Gambits:
Chapter 1: Ask for More Than You Expect to Get
Chapter 2: Never Say Yes to the First Offer
Chapter 3: Flinch at Proposals
Chapter 4: Avoid Confrontational Negotiation
Chapter 5: The Reluctant Seller and the Reluctant Buyer
Chapter 6: Use the Vise Technique
Chapter 7: Handling the Person Who Has No Authority to Decide
Chapter 8: The Declining Value of Services
Chapter 9: Never Offer to Split the Difference
Chapter 11: Handling Stalemates
Chapter 12: Handling Deadlocks
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