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Law 19: Humans Turn Nonsense into

Meaning and Meaning into Nonsense

164

Practical Gambit: Funny Money

Law 20: Create Clutter and Let Them Sort It Out

166

Practical Gambit: The Decoy

Law 21: Emotion Will Always Overpower Logic

168

Practical Gambit: Put Them in the Driver’s Seat

Law 22: Big Lies Are More Believable Than Small Lies

170

Practical Gambit: Open with an Extreme Position, Ask For The Moon

Law 23: Need and Power Have an Inverse Relationship

173

Practical Gambit: The Apathetic Buyer

Law 24: Even Barbarians Think They Are Reasonable

175

Practical Gambit: The Low and Flexible Offer

Law 25: There Is No Such Thing as Equal—Only Different

177

Practical Gambit: Splitting the Difference

Law #26: We Don’t Know Our Own Minds and

Neither Do They

179

Practical Gambit: Stick To The Main Issues

Law #27: See The Forest from the Trees

183

Practical Gambit: Maintain Perspective

Law 28: The Strategic Mind Is Unpredictible

186

Practical Gambit: Whatever They Think You Will Do— Do the Opposite

Law 29: Appeal to the Crocodile Brain—

The Decision-Making Brain

189

Practical Gambit: Exploit the Power of New

Law 30: Force A Decision With An Ultimatum

191

Practical Gambit: Take It Or Leave It

Part V: How To Negotiate By Reading Body Language

195

How To Negotiate By Reading Body Language

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