We organized this book into the themes we saw in 2022: Flux, Adaptation, Aspiration, and Inspiration. However, you can skip to a negotiation topic that appeals to you. We hope you will use this as a handy guide throughout the year.
Discounts • We Don’t Discount —
Irritation • Are You Hurt or Injured? p. 52
Framing • Need More Dough? p. 42
and Neither Should You p. 34
Limits • Hot Property p. 22 • Why Are You Still Negotiating? p. 62 Logic issues • Negotiation Obstacles p. 12 • You Can’t Negotiate With Stupid! p. 50
Grievances • Stop Global Whining p. 58
Emotion • Is It Taboo to Talk Politics? p. 24 • It’s Not the Phalange! p. 28 • Are You Hurt or Injured? p. 52 • Don’t Apologize p. 68 • Negotiation Is Not a Bad Word! p. 72 • Who’s Going to Win the Championship? p. 74
Handling complaints • Stay Attuned in Your Relationships p. 16
Handling objections • Stay Attuned in
Managing expectations • No Basis, No Deal p. 36
Your Relationships p. 16
Fear • Don’t Apologize p. 68 • Lesson From a King p. 80
Managing negotiators • Is It Time for You to Have a Negotiation Coach? p. 38 • Confidence Matters p. 40 • You Might Have a Problem p. 46 • Leaders: Questions for Success p. 64 • Leaders: Optimize Team Performance p. 66 • Optimizing Your Dealmaking Ecosystem™ p. 84
Help • Is It Time for You to Have a Negotiation Coach? p. 38 • You Might Have a Problem p. 46 • Mom’s Best Advice p. 90
Flexible strategy • Hot Property p. 22 • Stuck in a Persuasion Loop? p. 32 • A New Day at Work p. 70 • Get Your Pie! p. 82
Internal negotations • Negotiation Is Not a Bad Word! p. 72
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