Index

Acceptance, positioning for easy, 110-111

Advantages of writing the contract, 112-116

Alternate Choice Close, The, 146-147

American Arbitration Association, 201

Americans, characteristics of, 177-180

Amiable buyer, 226-227, 228-231

differences of style, 231-235

Analytical buyer, 228-231

differences of style, 231-235

Angry person, handling an, 204-208

Arbitrators, 200-201

Arguing, 69-71

Armstrong, Louis, 181

Armstrong, Neil, 123

Asking for more than you expect to get, 23-30

Attitude of buyers, 119-122, 123-126

Attitudinal Drive, The, 162-163, 199

Attorney involvement in contracts, 114-115

Auditory, 42

Baker, James, 196

Bank Note Close, The, 150

Beatles, The, 33

Beginning Gambits, 23-56

defined, 20

Bids, lowest, 123

Bracketing, 31-33,

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