Summary:
The book provides a comprehensive guide to effective negotiation tactics, blending practical advice with insights from psychology and law. It outlines a systematic approach to negotiation, emphasizing preparation, the importance of leverage, and the ability to recognize and exploit the unique bargaining styles and objectives of different counterparts.
Key points:
1. Information is Key: Shell stresses the need for thorough knowledge about the other party's needs and limitations for effective negotiation.
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