Contents
Part 1: Negotiation: A 30,000-foot view
Truth 1: Negotiation: A natural gift?
Truth 2: The magic bullet: Preparation
Truth 3: Your industry is unique (and other myths)
Truth 4: Win–win, win–lose, and lose–lose negotiations
Truth 5: Four sand traps in the golf game of negotiation
Truth 6: If you have only one hour to prepare...
Part 2: The bottom line on bottom lines
Truth 8: Develop your reservation price
Truth 9: It’s alive! Constantly improve your BATNA
Truth 10: Don’t reveal your BATNA
Truth 11: Don’t lie about your BATNA
Truth 13: Research the other party’s BATNA
Part 3: Black belt negotiation skills
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