Commandment #5: Gather All Information Before Making an Offer
Commandment #6: Always Present an Offer of Greater Value
Commandment #7: Do Not Give Concessions Freely
Commandment #8: Take What You Want, Give What They Need
Commandment #9: Obey the Laws Of Nonlinear Time
Comandment #10: Become a Student of Human Nature and Irrationality
Part III: Three Steps to Negotiation and the Art of Getting What You Want
Three Steps to Negotiation and the Art of Getting What You Want
Phase 2—The Clutter Phase: Raise Issues and Make an Offer
Phase 3—The Close—Trading Points And Getting What You Want
Part IV: 30 Laws Of Human Nature
Law #1: Exploit the Need to Reinforce Previous Decisions
Law #2: Avoid Absorbing Other People’s Problems
Practical Gambit: Hot Potato or “Not My Problem”
Law #3: Displaced Authority Is Real Authority
Practical Gambit—Displace Authority
Law #4: Have the Easy Conversations First and
Practical Gambit: Breaking an Impasse—The “Set-Aside Technique”
Law #5: Create The Illusion Of Fairness
Practical Gambit—Solving A Deadlock—The Neutral Third Party
Law #6: Create Dual Personalities for Contrast
Practical Gambit—Good Cop–Bad Cop
Law 7: Nothing Easy Is Good And
Nothing Good Is Easy—Play Hard To Get
Practical Gambit—Never Take The First Offer
Law 8: Be Like Them—We Like People Who Are Like Us
Practical Gambit—Always Agree “Feel, Felt, Found”
Law #9: Humans Seek To Take Advantage Of
Other Humans But Want To Avoid Being Taken Advantage Of