Secrets of Power Negotiating: Inside Secrets From a Master Negotiator, 15th Anniversary Edition
- 6h 36m
- Roger Dawson
- Career Press, Inc.
- 2011
Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also.
This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include:
- Twenty sure-fire negotiating gambits.
- How to negotiate over the telephone, by e-mail, and via instant messaging.
- How to read body language.
- Listening to hidden meanings in conversation.
- Dealing with people from other cultures.
- How to become an expert mediator.
Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.
About the Author
Roger Dawson is the founder of the Power Negotiation Institute and one of the country's top experts on the art of negotiating--SUCCESS Magazine calls him "America's Premier Business Negotiator." As a full-time speaker since 1982, Roger has travelled the world to teach business leaders how to improve their profits using his Power Negotiating techniques. He has trained executives at some of the world's largest companies, including General Foods, General Motors, Xerox, IBM, and Harvard Medical School, and conducted seminars around the world. He resides in La Habra Heights, California.
In this Book
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Secrets of Power Negotiating—Inside Secrets From a Master Negotiator, 15th Anniversary Edition
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Introduction
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Beginning Negotiating Gambits
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Ask for More Than You Expect to Get
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Never Say Yes to the First Offer
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Flinch at Proposals
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Avoid Confrontational Negotiation
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The Reluctant Seller and the Reluctant Buyer
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Use the Vise Technique
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Middle Negotiating Gambits
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Handling the Person Who Has No Authority to Decide
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The Declining Value of Services
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Never Offer to Split the Difference
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Handling Impasses
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Handling Stalemates
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Handling Deadlocks
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Always Ask for a Trade-Off
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Ending Negotiating Gambits
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Good Guy/Bad Guy
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Nibbling
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How to Taper Concessions
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The Withdrawing an Offer Gambit
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Positioning for Easy Acceptance
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Unethical Negotiating Gambits
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The Decoy
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The Red Herring
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Cherry Picking
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The Deliberate Mistake
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The Default
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Escalation
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Planted Information
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Negotiating Principles
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Get the Other Side to Commit First
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Acting Dumb Is Smart
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Don’t Let the Other Side Write the Contract
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Read the Contract Every Time
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Funny Money
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People Believe What They See in Writing
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Concentrate on the Issues
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Always Congratulate the Other Side
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The Art of Mediation
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The Art of Arbitration
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The Art of Conflict Resolution
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Time Pressure
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Information Power
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Being Prepared to Walk Away
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Take It or Leave It
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The Fait Accompli
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The Hot Potato
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Ultimatums
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How Americans Negotiate
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How to Do Business With Americans – A Guide for Non-Americans
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Negotiating Characteristics of Americans
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Negotiating Characteristics of Non-Americans
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Body Language – How to Read People
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Hidden Meanings in Conversation
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The Personal Characteristics of a Power Negotiator
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The Attitudes of a Power Negotiator
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The Beliefs of a Power Negotiator
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Legitimate Power
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Reward Power
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Coercive Power
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Reverent Power
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Charismatic Power
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Expertise Power
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Situation Power
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Information Power
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Combinations of Power
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Other Forms of Power
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Negotiating Drives
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Win-Win Negotiating
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Final Thoughts
