What’s Included:
The New Rules
– Heart vs Mind
– Life is Negotiation
Be a Mirror
– Introduction
– The Voice
– How to Confront
– Summary
– Simulation
Don’t Feel Their Pain, Label It
– Tactical Empathy
– Labeling
– Negative and Positive
– Accusation Audit
– Summary
– Simulation
Beware “Yes”, Master “No”
– Introduction
– “No” Starts it
– Persuade in Their World
– “No” is protection
– Summary
– Simulation
Trigger the Two Words That Immediately Transform Any Negotiation
– Introduction
– “That’s Right”
– Using “That’s Right”
– Simulation
Bend Their Reality
– Don’t Compromise
– Deadlines
– The F-Word
– Emotional Drivers
– Get a Better Salary
– Summary
– Simulation
Create the Illusion of Control
– The Other Side
– Suspend Unbelief
– Calibrate
– Summary
– Simulation
Guarantee Execution
– “Yes” and “How”
– Liars, Jerks and Everyone Else
– Influence
– The 7-38-55%
– Turning it Around
– Summary
– Simulation
Bargain Hard
– Introduction
– What Type are You
– Taking a Punch
– Punching Back
– Ackerman Bargaining
– Simulation
Find the Black Swan
– Leverage
– Three Types of Leverage
– Know Their Religion
– Mistakes #1, #2, #3
– Overcoming Fear
– Final Simulation
Hostage Negotiator-Leadership
– Introduction
– The Framework
– “It’s Not About You”
Ego Authority Failure
– Engaging and Defusing with Tactical Empathy
– Sequencing and the Human Nature Response
– Calibrated Questions and Paraphrasing
– Summary
– Scenario