| Introduction Acceptance Time Achievement and Aspiration Level: Is What You Get Related to What You Want? Advance Payments: Watch Out Agenda Agreements, Understandings, and Procedures: A Big Difference Answering Questions: Tips for Better Answers Answers That Don't Answer Associates You Don't Need Assumptions Are Not to Be Trusted Authority Tactics: Countermeasures Averages Are Always Negotiable Before Negotiations Begin: A Money-Saving Idea Big-Pot Tactic: Real and Straw Issues Body Language: Is It a Put-on? Bogey Tactic: This Is All I've Got Bogey-Tactic Countermeasures for the Seller Bogeys that a Salesperson Can Use Booby Traps: Bluffing, Lying, and Poker Playing Breaking an Impasse Bribery Buy Now-Negotiate Later Call a Cactus Call the Plumber Car Dealers and Accountants Catch-22: Dumb Is Smart and Smart Is Dumb Caucus: When to Call One Change of Pace in Tactics Change-the-Negotiator Tactic Cherry Picking: The Optimizer's Tactic Closing the Deal: Eleven Ways That Work Concessions: Dos and Don'ts Concessions: The Ideal Concession Pattern Concessions: What Seller Concedes Affects Buyer Demands Concessions: When One Is More than Four Concessions that Give Nothing Away Confession Can Be Good for You Credibility Has a Price Deadlines: Why and How They Work Deadlines That Get a Buyer to Buy Deadlines That Get a Seller to Sell …… |
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