Contents
Part I Negotiation Booster Primer
Chapter 1 Ego-tiation is the New Negotiation
Chapter 2 Prime Yourself for Success
Chapter 3 Opening Offer: The Anchoring Effect
Chapter 4 On Alternatives: We Won the Lottery!
Chapter 5 Manage Perception to Win Negotiations
Chapter 6 The Three-Dimensional (3D) Perception Model
Chapter 7 Impression Management: The Attribution Trap
Chapter 8 On Profiling: Do Not Use a Gun for a Mosquito
Chapter 9 Choose the Right Strategy
Chapter 10 How to Impact Behavior: The Feel–Think–Act Trio
Chapter 11 On Listening: The Ego Whisperer
Chapter 12 Two-Dimensional Listening
Chapter 13 On Creating a Bond: Tell Me a Story
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