Negotiation (The Brian Tracy Success Library)

 Negotiation (The Brian Tracy Success Library)

Author: Brian Tracy
Pub Date: June 2013
Print Edition: $9.95
Print ISBN: 9780814433188
Page Count: 112
Format: Hardback
e-Book ISBN: 9780814433195

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Table of Contents


Introduction 1

1 Everything Is Negotiable 5

2 Overcome Your Negotiation Fears 9

3 The Types of Negotiating 14

4 Lifetime Business Relationships 19

5 The Six Styles of Negotiating 24

6 The Uses of Power in Negotiating 29

7 Power and Perception 32

8 The Impact of Emotions on Negotiation 36

9 The Element of Time in Decisions 40

10 Know What You Want 45

11 The Harvard Negotiation Project 48

12 Preparation Is the Key 51

13 Clarify Your Positions—and Theirs 56

14 The Law of Four 61

15 The Power of Suggestion in Negotiating 66

16 Persuasion by Reciprocation 71

17 Persuasion by Social Proof 76

18 Price Negotiating Tactics 80

19 The Walk-Away Method 85

20 Negotiations Are Never Final 89

21 The Successful Negotiator 93

Index 99

About the Author 103

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