Brian Tracy (Solana Beach, CA) is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.

CONTENTS Introduction 1 1 Everything Is Negotiable 5 2 Overcome Your Negotiation Fears 9 3 The Types of Negotiating 14 4 Lifetime Business Relationships 19 5 The Six Styles of Negotiating 24 6 The Uses of Power in Negotiating 29 7 Power and Perception 32 8 The Impact of Emotions on Negotiation 36 9 The Element of Time in Decisions 40 10 Know What You Want 45 11 The Harvard Negotiation Project 48 12 Preparation Is the Key 51 13 Clarify Your Positions-and Theirs 56 14 The Law of Four 61 15 The Power of Suggestion in Negotiating 66 16 Persuasion by Reciprocation 71 17 Persuasion by Social Proof 76 18 Price Negotiating Tactics 80 19 The Walk-Away Method 85 20 Negotiations Are Never Final 89 21 The Successful Negotiator 93 Index 99 About the Author 103