xv CONTENTS Fatigue Fine Food And Small Favors Can Influence Big Decisions Form An Association With Yourself Full Authority: The Built-In Trap Funny Money Can Work For You Get-Everybody-Involved Leverage Good-Cop/Bad-Cop Tactics Hard To Get Hecklers Holy War: Why We Need Our “Enemies” Hostage Tactic How To Put Yourself In The Other Person’s Shoes Iceberg Theory: When A Little Means A Lot Ideal Negotiator: The Most Important Traits Ignorance Can Work For You Indirect Information Channels Integrity Kindness Can Win You Over 83 84 85 86 88 90 92 93 94 95 96 98 99 100 101 102 103 104 “Krunch” Tactics: You’ve Got To Do Better Than That 105 Last And Final Offer Last And Final Offer: Countermeasures Limited Authority Limited Authority: Limits I’ve Been Glad I Had www. karrass.com 107 110 111 112