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How to negotiate like a child : unleash the little monster within to get everything you want / Bill Adler, Jr.

by Adler, Bill, 1957-

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New York : AMACOM, c2006.

Negotiation in business.

xii, 161 p. ; 20 cm.

A note about gender -- Introduction -- Throw a tantrum -- Try a wild and scary threat -- Just cry -- Pretend you don't hear or understand what the other side is saying -- Pretend you don't understand to get the other side to offer something they didn't plan on conceding -- Share something important with the other side -- Call in backup (or "my dad can beat up your dad") -- Don't think about negotiating--just do it -- Be nice -- Be disarmingly honest -- Be yourself -- Know your own team -- Play your best game -- Be direct about your needs -- Take your ball and go home -- Stick with your gang -- Give yourself a time-out -- Let the other guy think he's won -- Break the rules -- Change the rules -- Follow the rules to the letter -- Be naive -- Go out of your way to please the other side -- Be needy -- Ask the person who's most likely to say "yes" -- Play one side against the other -- Delay matters (or "I have to ask my mommy") -- Move slowly and procrastinate -- Do a bad job -- Make a deal that you can exchange for a better deal later -- Win through sympathy -- Act forlorn -- Change the subject -- Give your business "lemonade stand" appeal -- Solicit a bribe -- Keep coming back to the same question -- Play the repeat game -- Be irrational -- Worry the other side that you might be sick -- Make weak promises (sometimes) -- Win through cuteness -- Don't fear failure -- Be prepared--but not overprepared -- You've won--now you have to win your friends back -- You've lost--now don't be a sorehead -- Optimism rules -- Back to the beginning.

Includes index.

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