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Commandment #3: Prepare Diligently and Collect All Information

64

Commandment #4: Know What You Want and

Have Clear Written Goals for Each Negotiation

65

Commandment #5: Gather All Information Before Making an Offer

67

Commandment #6: Always Present an Offer of Greater Value

68

Commandment #7: Do Not Give Concessions Freely

69

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

72

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

73

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

75

Phase 1—The Collection Phase

87

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

98

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

103

Part IV: 30 Laws Of Human Nature

111

Thirty Laws Of Human Nature

113

Law #1: Exploit the Need to Reinforce Previous Decisions

115

Practical Gambit: The Nibble

Law #2: Avoid Absorbing Other People’s Problems

118

Practical Gambit: Hot Potato or “Not My Problem”

Law #3: Displaced Authority Is Real Authority

120

Practical Gambit—Displace Authority

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