Unlike most books, Negotiation Mastery has both a contents page and an alternative contents listing.
We believe in delivering results but we also believe in having fun. So, on the one hand, the book is exceedingly pragmatic. You will read how to negotiate like a master and you will learn the step-by-step techniques of what to do in any situation, in simple, “how to” language, even to the extent of “If they say x, you say y”.
But it also aims to be highly readable, catching your attention through telling stories. And you will find those stories on these pages:
- How to make 20 million enemies…..…………………………………….19
- The negotiating tactics of Genghis Khan….……………………………20
- Evil dolphins (and Dick Van Dyke)………………………………………24
- How to win an election…………………………………………..…………..33
- How the film industry helped itself to success……………………….38
- The Ultimatum Game…………………………………………………………40
- Saving the world from the apocalypse………………………………….43
- The negotiation that made Bill Gates the world’s richest man…48
- How Elvis learnt to shake his leg………………………………………….54
- The informational value of horse manure……………………………..59
- The key to J.P.Morgan’s billions…………………………………………..61
- The complexities of the Northern Ireland peace process………..68
- Why were the Oslo Accords unsuccessful……………………………..70
- Gandhi’s successful negotiation tactic with the British Empire.72
- Why the Copenhagen Climate Change Conference failed to reach
- agreement………………………………………………………………………….77
- How Sir Isaac Newton made and lost a fortune……………………..81
- Ending the Cold War with a smile….…………………………………….95
- How being “one of us” wins you power…..…………………….………97
- How to lose friends, alienate people and perpetuate civil war..101
- The importance of knowing the difference between your ear and
- your backside……………………………………………………………………104
- How to stay at the best hotels and travel on the world’s best
- airlines for free…………………………………………………………………105
- How to jump the queue successfully…………………………………..106
- The rock band who burnt a million pounds…………………………107
- What made David Beckham and Robbie Williams nervous?…109
- Words of wisdom from Val Doonican’s mum………………………110
- Why did Nelson Mandela want to stay in jail?……………………..119
- How to negotiate successfully with Wal-Mart………………………119
- The most famous urinal in history………………………………………120
- The man who challenged Bismarck to a duel with sausages…..121
- When a charity took on an industry 1000 times its size. And won
- …………………………………………………………………………………122
- How to set up your own cult……………………………………………….125
- The company that achieved 4000% growth through a policy of
- total honesty and transparency…………………………………………..133
- How to do a deal with Mike Tyson………………………………………134
- How the 10 Commandments and your dog help build trust…136
- The baseball umpire who gets the players to self-referee………138
- How to resolve a prison riot with bacon and burgers……………140
- How to train dolphins, dogs and your negotiating
- counterparty…………………………………………………………………….145
- How two deadly enemies became “The Chuckle Brothers”……148
- Breakthrough in Northern Ireland…………………………………..…153
- How pulling a cow out of a barn can help you with difficult
- negotiators……………………………………………………………………….154
- Making the impossible possible………………………………………….166
- How to win the Nobel Prize twice…………………………………….…169
- The discovery of Viagra…………………………………………………..…170
- The wonders of communication…………………………………………176
- Make sure you are the butcher, not the turkey …………………….181
- How Andy Grove, President of Intel, saved his career………….200
- The story of Thomas Edison’s first invention………………….….209
- Do you share the same ancestor as Hilary Clinton?……………..210
- The right wording to end wars……………………………………………212
- How to lose an airline…………………….…………………………………218
- How to negotiate with a puppy dog…………….………………………219
- The story of the biggest bonus ever seen………………………..……223
- The man who turned down $100m…………………………………….224
- The mind-reading techniques of poker world champions……..233
- How to tell if he/she fancies you………………………………………..234
- The wrong wording to end wars…………………………………………237
- The history of writing……………………………………….………………240
- Bart Simpson’s foolproof strategy for rock-scissors-paper……242
- Why was all quiet on the Western Front?……………………………245
- How to negotiate with the person whose mission is to
- exterminate your race……………………………………………………….249
- A love affair with a crocodile………………………………………..……253
Now, if that doesnt make you want to buy it, I dont know what will!
Enjoy!
