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Truth 1: If you have only one hour to prepare...
Truth 2: Negotiation: A natural gift?
Truth 3: Rehearsal might get you to Carnegie, but it won't help you negotiate
Truth 4: The power of making the first offer
Truth 5: What if you don't make the first offer?
Truth 6: Don't be a tough or a nice negotiator
Truth 7: Four sand traps in the golf game of negotiation
Truth 8: Your industry is unique (and other myths)
Truth 9: Identify your BATNA
Truth 10: It's alive! Constantly improve your BATNA
Truth 11: Don't reveal your BATNA
Truth 12: Don't lie about your BATNA
Truth 13: Signal your BATNA
Truth 14: Research the other party's BATNA
Truth 15: Develop your reservation price
Truth 16: Beware of ZOPA myopia
Truth 17: Set optimistic ...