| Foreword by Donald J. Trump. Introduction: How I Became Donald Trump's Negotiator. Chapter 1: What Is Negotiation...Really? PART Ⅰ KEYS TO NEGOTIATING LIKE DONALD TRUMP. Chapter 2: Hone Your Personality: Build Trust, Friendship, and Satisfaction with the Other Side. Chapter 3: Probe to Learn What the Other Side Wants, Flush Out Weaknesses, and Uncover Important Information. Chapter 4: Be a Master Salesman: Create Bold Solutions to Problems and Convince the Other Side They're Getting More Than They Ever Expected. Chapter 5: Control the Place of the Negotiation: Use Timing, Deadlines, Delays, and Deadlocks to Your Advantage. Chapter 6: Harness the Power of Human Nature: Psychological Negotiating Tactics. Chapter 7: Information is Power: Become the Expert on the Topic You're Negotiating. Chapter 8: Keep Multiple Solutions in Mind: Remain Flexible and Creative About What You Need and Want. Chapter 9: Win Through Discipline: The Deal Book, We-They List, Post Checklist, and Other Powerful Planning Tools. PART Ⅱ STRATEGIES FOR SPECIAL SITUATIONS. Chapter 10: Power Negotiating Tactics and Countermeasures. Chapter 11: Negotiating with Difficult People. Chapter 12: Get Tough Strategies...and When to Use Them. Chapter 13: Dos and Dont's of Skilled Negotiators. Chapter 14: Telephone and E-Mail Negotiation Tips. Chapter 15: When to Use Nonbinding Letters of Intent or Memoranda of Understanding. Chapter 16: The Most Intricate Deal I Ever Negotiated. Chapter 17: Six Tactics for Iincreasing Your Power in a Negotiation. Index. |
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