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Commandment #3: Prepare Diligently and Collect All Information

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Commandment #4: Know What You Want and

Have Clear Written Goals for Each Negotiation

65

Commandment #5: Gather All Information Before Making an Offer

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Commandment #6: Always Present an Offer of Greater Value

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Commandment #7: Do Not Give Concessions Freely

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Commandment #8: Take What You Want, Give What They Need

70

Commandment #9: Obey the Laws Of Nonlinear Time

71

Comandment #10: Become a Student of Human Nature and Irrationality

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Part III: Three Steps to Negotiation and the Art of Getting What You Want

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Three Steps to Negotiation and the Art of Getting What You Want

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Phase 1—The Collection Phase

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Phase 2—The Clutter Phase: Raise Issues and Make an Offer

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Phase 3—The Close—Trading Points And Getting What You Want

103

Part IV: 30 Laws Of Human Nature

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Thirty Laws Of Human Nature

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Law #1: Exploit the Need to Reinforce Previous Decisions

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Practical Gambit: The Nibble

Law #2: Avoid Absorbing Other People’s Problems

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Practical Gambit: Hot Potato or “Not My Problem”

Law #3: Displaced Authority Is Real Authority

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Practical Gambit—Displace Authority