DEDICATION
For my mother and father
who showed me unconditional love
and taught me the values of hard work and integrity
CONTENTS
Dedication
CHAPTER 1 | THE NEW RULES
How to Become the Smartest Person . . . in Any Room
CHAPTER 2 | BE A MIRROR
How to Quickly Establish Rapport
CHAPTER 3 | DON’T FEEL THEIR PAIN,
LABEL IT
How to Create Trust with Tactical Empathy
CHAPTER 4 | BEWARE “YES”—MASTER “NO”
How to Generate Momentum and Make It Safe to
Reveal the Real Stakes
CHAPTER 5 | TRIGGER THE TWO WORDS
THAT IMMEDIATELY TRANSFORM ANY
NEGOTIATION
How to Gain the Permission to Persuade
CHAPTER 6 | BEND THEIR REALITY
How to Shape What Is Fair
CHAPTER 7 | CREATE THE ILLUSION OF
CONTROL
How to Calibrate Questions to Transform Conflict
into Collaboration
CHAPTER 8 | GUARANTEE EXECUTION
How to Spot the Liars and Ensure Follow-Through
from Everyone Else
CHAPTER 9 | BARGAIN HARD
How to Get Your Price
CHAPTER 10 | FIND THE BLACK SWAN
How to Create Breakthroughs by Revealing the
Unknown Unknowns
Acknowledgments
Appendix: Prepare a Negotiation One Sheet
Notes
Index
About the Authors
Credits
Copyright
About the Publisher
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