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Secrets of Power Negotiating : Inside Secrets from a Master Negotiator - Roger Dawson

Secrets of Power Negotiating

Inside Secrets from a Master Negotiator

Paperback Published: 20th October 2010
ISBN: 9781601631398
Number Of Pages: 320

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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.

  • "I can't believe it! Here's a book that is packed with wisdom that will help anyone improve their life and yet it is easy and fun to read! Amazing!"
    --Og Mandino, author of The Greatest Salesman in the World

    "A fast, entertaining read that should be required reading for anyone who deals with people. Highly recommended."
    --Ken Blanchard, coauthor of The One Minute Manager

    "Roger Dawson's great book will help you create and expand one of the most critical skills to life-long success."
    --Anthony Robbins, author of Unlimited Power and Awaken the Giant Within
    --Reviews

    Introduction: What Is Power Negotiating?p. 9
    Playing the Power Negotiating Gamep. 13
    Beginning Negotiating Gambitsp. 15
    Ask for More Than You Expect to Getp. 16
    Never Say Yes to the First Offerp. 26
    Flinch at Proposalsp. 32
    Avoid Confrontational Negotiationp. 36
    The Reluctant Seller and the Reluctant Buyerp. 39
    Use the Vise Techniquep. 44
    Middle Negotiating Gambitsp. 48
    Handling the Person Who Has No Authority to Decidep. 49
    The Declining Value of Servicesp. 61
    Never Offer to Split the Differencep. 64
    Handling Impassesp. 67
    Handling Stalematesp. 69
    Handling Deadlocksp. 72
    Always Ask for a Trade-offp. 75
    Ending Negotiating Gambitsp. 79
    Good Guy/Bad Guyp. 80
    Nibblingp. 85
    How to Taper Concessionsp. 93
    The Withdrawing an Offer Gambitp. 97
    Positioning for Easy Acceptancep. 101
    Unethical Negotiating Gambitsp. 104
    The Decoyp. 105
    The Red Herringp. 109
    Cherry Pickingp. 112
    The Deliberate Mistakep. 115
    The Defaultp. 117
    Escalationp. 118
    Planted Informationp. 121
    Negotiating Principlesp. 123
    Get the Other Side to Commit Firstp. 124
    Acting Dumb Is Smartp. 127
    Don't Let the Other Side Write the Contractp. 130
    Read the Contract Every Timep. 133
    Funny Moneyp. 135
    People Believe What They See in Writingp. 137
    Concentrate on the Issuesp. 139
    Always Congratulate the Other Sidep. 142
    Resolving Tough Negotiating Problemsp. 143
    The Art of Mediationp. 144
    The Art of Arbitrationp. 154
    The Art of Conflict Resolutionp. 160
    Negotiating Pressure Pointsp. 171
    Time Pressurep. 172
    Information Powerp. 180
    Being Prepared to Walk Awayp. 194
    Take It or Leave Itp. 199
    The Fait Accomplip. 202
    The Hot Potatop. 205
    Ultimatumsp. 209
    Negotiating With Non-Americansp. 211
    How Americans Negotiatep. 213
    How to Do Business With Americans: A Guide for Non-Americansp. 219
    Negotiating Characteristics of Americansp. 229
    Negotiating Characteristics of Non-Americansp. 234
    Understanding the Playersp. 247
    Body Language: How to Read Peoplep. 249
    Hidden Meanings in Conversationp. 261
    The Personal Characteristics of a Power Negotiatorp. 269
    The Attitudes of a Power Negotiatorp. 273
    The Beliefs of a Power Negotiatorp. 280
    Developing Power Over the Other Sidep. 283
    Legitimate Powerp. 285
    Reward Powerp. 291
    Coercive Powerp. 295
    Reverent Powerp. 300
    Charismatic Powerp. 303
    Expertise Powerp. 307
    Situation Powerp. 310
    Information Powerp. 312
    Combinations of Powerp. 315
    Other Forms of Powerp. 319
    Negotiating Drivesp. 323
    Win-Win Negotiatingp. 329
    Conclusion: Final Thoughtsp. 335
    Indexp. 339
    About the Authorp. 345
    Alsop. 347
    Table of Contents provided by Ingram. All Rights Reserved.

    ISBN: 9781601631398
    ISBN-10: 1601631391
    Audience: Professional
    Format: Paperback
    Language: English
    Number Of Pages: 320
    Published: 20th October 2010
    Publisher: Career Press
    Country of Publication: US
    Dimensions (cm): 22.9 x 15.7  x 1.8
    Weight (kg): 0.48
    Edition Number: 15