X. Stefan Aarnio

       183

       Practical Gambit: Maintain Perspective

       Law 28: The Strategic Mind Is Unpredictible

       186

       Practical Gambit: Whatever They Think You Will Do— Do the Opposite

       Law 29: Appeal to the Crocodile Brain—

       The Decision-Making Brain

       189

       Practical Gambit: Exploit the Power of New

       Law 30: Force A Decision With An Ultimatum

       191

       Practical Gambit: Take It Or Leave It

       Part V: How To Negotiate By Reading Body Language

       195

       How To Negotiate By Reading Body Language

       197

       Part VI: Eight Elements of Power and How to Increase

       Your Personal Power

       211

       Eight Elements of Power and

       How to Increase Your Personal Power

       213

       Element #1: Power of Legitimacy

       215

       Element #2: Power of Prizes

       219

       Element #3: Power of Punishment

       222

       Element #4: Power of Morality

       223

       Element #5: Power of Charisma

       226

       Element #6: Power of Expertise

       228

       Element #7: Power of Timing

       230

       Element #8: Power of Information

       231

       Stacking Power

       232

       Other Forms Of Power

       234

       Final Thoughts

       237

      17

      Foreword

      By George H. Ross, Esq.

      There is nothing more emotionally rewarding than teaching.

      I have been lecturing on negotiation for decades in colleges, universities across the United States and business conferences throughout the world. One never knows who may be in the audience listening to you and what impact, if any, you may have on their lives. I didn’t know that one of my speeches would ignite a spark in a young man’s mind and change his life forever. That man is Stefan Aarnio who is the author of this outstanding book.

      According to Stefan, prior to one of my speeches in 2012, he had no knowledge of the art of negotiation. At that time, he was a relatively in-experienced newcomer to the entrepreneurial world. He lacked skills in two major areas, negotiation and time management.

      Realizing the wisdom of my advice, Stefan took it upon himself to become a diligent student of negotiation through real life experiences in real estate dealings coupled with study of techniques from books written by recognized experts in the field. I did the same thing when I was initially developing my negotiating techniques but there was little written on the subject so I learned by trial and error. Had this book existed I would have become proficient much faster and avoided many disappointments resulting from my lack of knowledge.

      Throughout my career I have been a chief negotiator and attorney for Donald Trump prior to his presidency. Donald was but one of several renowned, wealthy, successful and prolific real estate investors, developers, and entrepreneurs who made millions as a direct result of utilizing my negotiation expertise.

      It is typical for someone to acquire experience through investing and entrepreneurship but it is unusual and commendable for someone to take the time and effort to document their knowledge. I enlightened