Contents

Introduction
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 but realistic aspirations
TRUTH 18: Plan your concessions
TRUTH 19: Be aware of the “even-split” ploy
TRUTH 20: The pregame
TRUTH 21: The game
TRUTH 22: The postgame
TRUTH 23: What does “win-win” really mean?
TRUTH 24: Satisficing versus optimizing
TRUTH 25: There are really only two kinds of negotiations
TRUTH 26: Ask triple-I questions
TRUTH 27: Reveal your interests
TRUTH 28: Negotiate issues simultaneously, not sequentially
TRUTH 29: Logrolling (I scratch your back, you scratch mine)
TRUTH 30: Make multiple offers of equivalent value simultaneously
TRUTH 31: Post-settlement settlements
TRUTH 32: Contingent agreements
TRUTH 33: Are you an enlightened negotiator?
TRUTH 34: The reciprocity principle
TRUTH 35: The reinforcement principle
TRUTH 36: The similarity principle
TRUTH 37: Know when to drop an anchor
TRUTH 38: The framing effect
TRUTH 39: Responding to temper tantrums
TRUTH 40: What’s your sign? (Know your disputing style)
TRUTH 41: Using power responsibly
TRUTH 42: Saving face
TRUTH 43: How to negotiate with someone you hate
TRUTH 44: How to negotiate with someone you love
TRUTH 45: Building the winning negotiation team
TRUTH 46: What if they arrive with a team?…
TRUTH 47: Of men, women, and pie-slicing
TRUTH 48: Know why the fish swim
TRUTH 49: It does not make sense to always get to the point…
TRUTH 50: Negotiating on the phone
TRUTH 51: Your reputation
TRUTH 52: Building trust
TRUTH 53: Repairing broken trust
References
Acknowledgments
About the Author