September 2011
Intermediate to advanced
206 pages
4h 50m
English
Content preview from The Five Golden Rules of Negotiation
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Contents
Part I: Become an Expert: Master the Five Golden Rules of Negotiation
Chapter 1: The Crucial Prerequisite
Chapter 2: How to Set Your Initial Offer
Chapter 3: How to Respond to the Other Party’s Initial Attacks
Chapter 4: Never Make a Concession Without Getting Something in Return
Chapter 5: How to Avoid Giving Away More Than Necessary
Chapter 6: How to Guide Negotiations to a Successful Conclusion
Part II: Become a Guru: Anticipate Your Opponent’s Moves
Chapter 7: How to Distinguish Apparent Demands From Real Demands
Chapter 8: How to Shift the Balance of Power Between Buyer and Seller
Chapter 9: How to Avoid the Traps of Professional Negotiators
Chapter 10: How to Analyze and Exploit Decision-Making Processes
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