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Contents

Foreword

17

How This Book Came To Be

19

You Were Born To Negotiate!

23

The History of Getting What We Want and the Reptile Brain

25

How to Read This Book

29

Part I: Why We Must Study Negotiation and Why We

Don’t Learn to Negotiate in School

31

Reason To Study Negotiation #1: You Are Entitled To Nothing

33

Reason to Study Negotiation #2:

Why We Are Not Taught to Negotiate in School

36

Reason to Study Negotiation #3:

Negotiate or Others Will Take Advantage of You

40

Reason to Study Negotiation #4: All Is Fair in Love and War

45

Reason to Study Negotiation #5: Win-Win Negotiation Is Dead

48

Reason to Study Negotiation #6:

Every Human Interaction Is a Negotiation

49

Part II: The Ten Commandments of Negotiation

53

The Ten Commandments of Negotiation

55

Commandment #1: Get What You Want and Get Out

57

Commandment #2: Have a Pleasing Personality

59