So the book is now complete and sent off to the publishers. The last i dotted, the last t crossed, the last typo’d page squashed up and thrown in the bin.
Earlier, I wrote a kind-of executive summary to give you a taster, and here, below is the contents page.
That said, this is only half the story. Next week, I will post the Alternative Contents page and this will give more of a sense of the richness of the book.
There is more to a book than just words, there is more to a skill than technique, there is more to Negotiation Mastery than 9 chapters. There is art and science, technique and mastery, rhythm and riff, description and metaphor.
It may look like a cookie-cutter primer on Negotiation 101, but hidden in the folds of these contents are all kinds of cutting-edge findings from the world of business, diplomacy, economics, psychology, game theory, neuroscience and so much more.
And I want this book to be accessible to people who would not normally buy a book on negotiation skills. For that to happen, it needs to be so readable that you learn how to negotiate without even realising that’s what you’re doing. I want this book to be a page-turner!
So, here is the contents page, next week, the Alternative Contents.
FOREWORD.. 9
CHAPTER 1: INTRODUCTION.. 13
CHAPTER 2: THE STRONG WIN-WIN SYSTEM… 29
CHAPTER 3: THE STRONG WIN-WIN PRINCIPLES. 33
CHAPTER 4: PREPARE!. 44
4.1 YOUR WIN.. 47
4.2 THEIR WIN.. 56
4.3 MULTI-PARTY NEGOTIATIONS. 68
4.4 PREPARING YOURSELF. 79
CHAPTER 5: DEVELOP YOUR PLAN B. 87
CHAPTER 6: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT. 95
6.1 RAPPORT. 95
6.2 CREDIBILITY. 103
6.3 RAPPORT VS CREDIBILITY. 111
6.4 INCREASING YOUR POWER. 114
CHAPTER 7: MOVE THEM TO WIN-WIN.. 129
7.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC. 129
7.2 CHANNEL THEIR SELF-INTEREST. 140
7.3 DEALING WITH DIFFICULT PEOPLE. 150
CHAPTER 8:SOLVE THE PROBLEM… 161
8.1 PROBLEM-SOLVING.. 161
8.2 COMMUNICATION.. 166
8.3 DEADLOCK. 196
8.4 CONCESSIONS. 204
8.5 DEALING WITH DIRTY TRICKS. 215
CHAPTER 9: TRUST BUT VERIFY. 223
9.1 SEEK TO TRUST. 223
9.2 HOW TO TELL IF YOU CAN TRUST THEM… 229
9.3 INCREASE THEIR TRUSTWORTHINESS. 236
9.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL. 249
AFTERWORD.. 257
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