INSEAD Library

Includes index

Digitized

Negotiate your way to riches Foreword by Joe Vitale Introduction: Let Me Introduce You to Negotiate Your Way to Riches! Chapter 1. Taking the First Step on the Path to Riches! 9 13 19 Chapter 2. The Negotiator's Mindset: 21 How to think, act, and succeed as a strategic negotiator ...24 hours a day, no matter where you are or what you want! Chapter 3. Information Gathering: Discovering the other side's open and hidden agendas! Chapter 4. Trust: Getting the other side to believe everything you say and do whatever you want! Chapter 5. The Power of Effective Communication: Getting others to hear, understand, and agree withjust about everything you say! 31 55 59 Chapter 6. Tips for Effective Communication: The extra edge you need to get your point across with accuracy and efiectiveness! Chapter 7. Conflict Management: How to avoid arguments, go around impasses, and blast through deadlocks during negotiations! Chapter 8. 1 Characteristics of Successful Negotiators: 1 Developing the personality of a top-notch, winning strategist! Chapter 9. Becoming a True Winner: Develop the drive and heart of a true champion both personally and professionally ! Chapter 10. Physical Location and Body Language: The importance of negotiating on your "homefield " and reading and predicting the other side 's moves fi-om the time they arrive! 67 73 87 93 97 Chapter 11. Bargaining for More Than Money: What you should oRer the other side instead of your hard earned cash! Chapter 12. 36 Specialized Negotiation Tactics: Skills and strategies you can use today to convince people to give you almost anything you want! Chapter 13. Unethical Negotiating Tactics: Arming yourself to spot and counterattack frauds, charlatans, and criminals! Chapter 14. Using Power and Leverage: How to tip the scale in your favor during any negotiation! Chapter 15. Negotiating Salaries, Raises, Benefits, and Other Company perks: Discover how to negotiate with a current or fiture employer and get wht you want! Chapter 16. Bartering: 215 Trading your way to riches using one of the best-kept secrets of strategic negotiators! Chapter 17. People Skills: How to get others to gladly give you get what you want! Bonus Section I. Employee Discounts: With this skill, you can say no to paying fill retail prices ever again! Bonus Section IT. Retail Discounts: Where, how, and when to buy below retail price! Afterword: Congratulations...you made it to the end! Index About the Author 247 253 223 235 241 245