Negotiation (The Brian Tracy Success Library)

CONTENTS

Introduction

  1   Everything Is Negotiable

  2   Overcome Your Negotiation Fears

  3   The Types of Negotiating

  4   Lifetime Business Relationships

  5   The Six Styles of Negotiating

  6   The Uses of Power in Negotiating

  7   Power and Perception

  8   The Impact of Emotions on Negotiation

  9   The Element of Time in Decisions

10   Know What You Want

11   The Harvard Negotiation Project

12   Preparation Is the Key

13   Clarify Your Positions—and Theirs

14   The Law of Four

15   The Power of Suggestion in Negotiating

16   Persuasion by Reciprocation

17   Persuasion by Social Proof

18   Price Negotiating Tactics

19   The Walk-Away Method

20   Negotiations Are Never Final

21   The Successful Negotiator

Index

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