rel="nofollow" href="#u3880f227-6410-5c33-87f9-0464d9ff0a5f">45
Reason to Study Negotiation #5: Win-Win Negotiation Is Dead
Reason to Study Negotiation #6:
Every Human Interaction Is a Negotiation
Part II: The Ten Commandments of Negotiation
The Ten Commandments of Negotiation
Commandment #1: Get What You Want and Get Out
Commandment #2: Have a Pleasing Personality
Commandment #3: Prepare Diligently and Collect All Information
Commandment #4: Know What You Want and
Have Clear Written Goals for Each Negotiation
Commandment #5: Gather All Information Before Making an Offer
Commandment #6: Always Present an Offer of Greater Value
Commandment #7: Do Not Give Concessions Freely
Commandment #8: Take What You Want, Give What They Need
Commandment #9: Obey the Laws Of Nonlinear Time
Comandment #10: Become a Student of Human Nature and Irrationality
Part III: Three Steps to Negotiation and the Art of Getting What You Want
Three Steps to Negotiation and the Art of Getting What You Want
Phase 2—The Clutter Phase: Raise Issues and Make an Offer
Phase 3—The Close—Trading Points And Getting What You Want
Part IV: 30 Laws Of Human Nature
Law #1: Exploit the Need to Reinforce Previous Decisions
Law #2: Avoid Absorbing Other People’s Problems
