Guerrilla Deal-Making: How to Put the Big Dog On Your Leash and Keep Him There Book

Summary: 18 chapters:
Chapter 1: Donald Trump vs. Mao Tse-Tung at the negotiating table. A fractured fairy tale introducing major deal-making weapons, countermeasures, dumb mistakes made in deal-making.
Chapter 2: Why Americans aren’t very good at deal-making—and what you can do about it!  18 comprehensive reasons Chapter 3: Know your enemy—how to get inside the big dog’s mind.  What makes big dogs and winners different than underdogs and losers Chapter 4: 365 deal-making weapons. The most comprehensive list ever assembled Chapters 5 through 9. The 50 most powerful and under-used deal-making weapons.  6 categories:  Preparation. Assertive. Defensive. Submissive. Cooperative. Dirty tricks. Plus several hundred counter-weapons  
Chapters 10 through 15: The 50 most powerful and over-used deal-making weapons.  Same 6 categories.  Plus several hundred more counter-weapons Chapter 16: Guerilla concession-making. How to make concessions the right way—and how to make big dogs give you more than they want to. Highlights:
* 20 do’s and 20 don’ts
* Strongest and weakest concession patterns
* How to determine the dollar value of every concession
* Why simply talking is a big concession
* Why listening is the cheapest—and most important—concession you can make
* How to recognize the big dog’s concession patterns and how to use them against him
* Why you should never say “I’ll think about it”
Chapter 17: Guerrilla body language. How to tell what’s going on in the big dog’s mind without him knowing that you know—whether he’s interested, whether he’s lying, whether he’s on a power trip. Over 200 gestures
* The 51 basic gestures
* 79 evaluation gestures
* 40 gestures liars make
* 18 domination gestures
* 12 touching gestures
* The body language of furniture placement—Hidden meanings of office layout
* Where people choose to sit
* 32 ways to manipulate other people with your own body language Chapter 18: How to become the ultimate guerrilla. Wrapping it up by revealing how losers become winners Some of the 100 deal-making weapons in Chapters 5-15:  
* Learn from children—they’re great negotiators
* Negotiate on an empty stomach, never when you’re full
* Mornings are much better times to make deals than afternoons
* Imply your power—don’t intentionally display it
* Learn from the Chinese—use the swarming ambush and the rule of three  
* The person with the least commitment to the relationship has the most power. So does the person who says the least
* Why grapevine gossip is the most believable kind of communication
* How to actually capture the big dog—make it impossible for him to go elsewhere
* Win by using manipulative music and frightening surroundings
* Playing dumb is smart. And it’s even smarter to know when you’re stupid
* The dynamic duo—the power of arrogance and the power of ego
* Wish lists and reality lists
* Intimidating the big dog—4 ways to win, 5 ways to lose
* Take it or leave it—using it and mis-using it
* Using the 2 G-spots: Greed and gullibility
* Funny money and real money
* The power of being un-prepared
* Reciprocity should not be even—how to get the big dog to give you a lot more than you gave him
* The power of powerlessness and 8 other power sources you didn’t even know you had