1. Not about getting to yes
1.1. Yes is commitment
1.1.1. No is protection
1.1.1.1. No means they are more willing to hear you because they feel protected
1.1.1.1.1. Use the "no" to make the other side feel protected and more willing to hear you
2. Body language and voice
2.1. Use the smile to reach a positive mood
2.1.1. Good mood make the brain work effectively and increases the chances of collaboration
2.1.1.1. 65% of the communication is body language
2.1.1.1.1. 7% is what yu say and the rest is how yo say it
3. Persuade others with right questions
3.1. Ask irrational questions (Sacles from 1 to 10 and why the don´t pick a lower number)
3.1.1. When they are a 1, try to make them a 2 by hearing their obstacles
4. The Fair word in negotations
4.1. Way of gaining advantage on you
4.1.1. It´s a way you have been agressive
4.1.1.1. This can provoke they other side walking away of the negotation
5. Positional bargaining
5.1. Start with an extreme demand but no so extreme
5.1.1. Demonstrate willingness
6. Interest based
6.1. Argue over underlying interests
6.1.1. Don´t focus on what you say you want
7. Disconnected emotionally
7.1. Play emotional
7.1.1. Be very patient
7.1.1.1. Come over with more than one request
7.1.1.1.1. Don´t self serve
8. Create the ilussion of control
8.1. Make questions that begin with "what" or "how"
8.1.1. Conevy to them that you have a problem (forced empathy)
8.1.1.1. Make the other side see you fairly
8.1.1.1.1. Make them take a look into your situation
9. Outfox a smarter opponent
9.1. Use random strategies
9.1.1. It keeps the ther side off guard
9.1.1.1. It ensures the other side is not going to out think you
9.1.1.1.1. In a Zero sum situation use a mini max strategy
10. Summary
10.1. Summarize the facts and express how you feel about them
10.1.1. It creates empathy connections
10.1.1.1. It encourages the other side to collaborate with you
10.1.1.1.1. It makes the other side to show it´s secrets