The World's Best Book Summaries
What is a Best Alternative to a Negotiated Agreement? And why do you need to have one when you’re negotiating? A Best Alternative to a Negotiated Agreement, or BATNA, is the most advantageous option you have if negotiation fails and you can’t reach a deal. Learn why you should always have a Best Alternative to a Negotiated Agreement, and how to create one.
Overview of Law #44: Disarm and Infuriate with the Mirror Effect Use the mirroring technique to control people. When you mirror opponents’ actions, doing as they do, they can’t figure out your strategy. Seduce people by mirroring their emotions and interests; create the illusion that you share their values. Few can resist when you reflect their deepest needs and desires.
From an early age, we’re taught that working well with others is imperative for success. But are there advantages to having a disagreeable personality? Sometimes, the most powerful people we know are the most disagreeable. We’ll cover why some of these powerful people may be able to credit their disagreeable personalities for their success.
Overview of Law #43: Work on the Hearts and Minds of Others Win others’ hearts and minds, and you’ll have them eating out of your hand. Play on their emotions and weaknesses, appeal to their self-interest and they’ll willingly do what you want. Build broad support — someday you’ll need it. Neglect this at your peril.
Overview of Law #42: Strike the Shepherd and the Sheep Will Scatter Trouble in a group often starts with a single individual who stirs the pot. You need to stop them before others succumb to their influence. Neutralize their influence by isolating or exposing them. Their followers will scatter.
Overview of Law #41: Avoid Stepping into a Great Man’s Shoes If you succeed a great person or famous parent, find or create your own space to fill. Sharply separate and distance yourself from the past. Create your own identity, style, and symbols, and follow your own course. Beware of slipping back into the past.
Overview of Law #40: Despise the Free Lunch Use money and generosity strategically to achieve your goals. Remember that everything has a price, and don’t accept “free gifts.” But use the desire for a “free lunch” to deceive others. Use gifts to build a reputation of generosity, which creates an aura or power, and also to obligate people to you.
Overview of Law #39: Stir up Waters to Catch Fish Always stay calm and objective. When you get angry, you’ve lost control. But if you can make your enemies angry, you gain an advantage. Rattle your enemies to put them off balance.
Overview of Law #38: Think as You Like but Behave Like Others If you make a show of being different, flaunting unconventional ideas and behavior, people will think you look down on them and will retaliate against you for making them feel inferior. It’s better to blend in; share your real views only with close friends and like-minded people.
Overview of Law #37: Create Compelling Spectacles In addition to words, use visuals and symbols to underscore your power. What people see makes a greater impression on them than what they hear. Put on a show using stunning visuals and powerful symbols that connect with people emotionally. Create compelling spectacles and no one will notice what you’re really doing.