DEDICATION

Apuntes

DEDICATION For my mother and father who showed me unconditional love and taught me the values of hard work and integrity CONTENTS Dedication CHAPTER 1 | THE NEW RULES How to Become the Smartest Person . . . in Any Room CHAPTER 2 | BE A MIRROR How to Quickly Establish Rapport CHAPTER 3 | DON’T FEEL THEIR PAIN, LABEL IT How to Create Trust with Tactical Empathy CHAPTER 4 | BEWARE “YES”—MASTER “NO” How to Generate Momentum and Make It Safe to Reveal the Real Stakes CHAPTER 5 | TRIGGER THE TWO WORDS THAT IMMEDIATELY TRANSFORM ANY NEGOTIATION How to Gain the Permission to Persuade CHAPTER 6 | BEND THEIR REALITY How to Shape What Is Fair CHAPTER 7 | CREATE THE ILLUSION OF CONTROL How to Calibrate Questions to Transform Conflict into Collaboration CHAPTER 8 | GUARANTEE EXECUTION How to Spot the Liars and Ensure Follow-Through from Everyone Else CHAPTER 9 | BARGAIN HARD How to Get Your Price CHAPTER 10 | FIND THE BLACK SWAN How to Create Breakthroughs by Revealing the Unknown Unknowns Acknowledgments Appendix: Prepare a Negotiation One Sheet Notes Index About the Authors Credits Copyright About the Publisher CHAPTER 1 THE NEW RULES I was intimidated. I’d spent more than two decades i...