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Secrets of Power Negotiating (Condensed)

Collected here are my personal notes summarizing key points from the book Secrets of Power Negotiating: Inside Secrets from a Master Negotiator.

Contents

Preface - What is Power Negotiating?


Section One - Playing the Power Negotiating game

Beginning Gambits:

Chapter 1 - Ask for more than you expect to get

Chapter 2 - Never say yes to the first offer

Chapter 3 - Flinch at proposals

Chapter 4 - Avoid confrontational negotiation

Chapter 5 - Play the Reluctant Seller and look out for the Reluctant Buyer

Chapter 6 - Use the Vise Technique

Middle Gambits:

Chapter 7 - Handling the person who has no authority to decide

Chapter 8 - The declining value of services

Chapter 9 - Never offer to split the difference

Chapter 10 - Handling impasses

Chapter 11 - Handling stalemates

Chapter 12 - Handling deadlocks

Chapter 13 - Always ask for a trade-off

Ending Gambits:

Chapter 14 - Good Guy / Bad Guy

Chapter 15 - Nibbling

Chapter 16 - How to taper off concessions

Chapter 17 - The Withdrawing an Offer gambit

Chapter 18 - Positioning for easy acceptance

Unethical Gambits:

Chapter 19 - The Decoy

Chapter 20 - The Red Herring

Chapter 21 - Cherry-Picking

Chapter 22 - The Deliberate Mistake

Chapter 23 - The Default

Chapter 24 - Escalation

Chapter 25 - Planted Information

Negotiating Gambits - Principles:

Chapter 26 - Get the other side to commit first

Chapter 27 - Acting Dumb is smart

Chapter 28 - Don’t let the other side write the contract

Chapter 29 - Read the contract every time

Chapter 30 - Funny Money

Chapter 31 - People believe what they see in writing

Chapter 32 - Concentrate on the issues

Chapter 33 - Always congratulate the other side


Conclusion