Secrets of Power Negotiating 2 Edition

ISBN-10: 1564144984
ISBN-13: 9781564144980
Edition: 2nd 2001
Authors: Roger Dawson
List price: $16.99
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Description: Roger Dawson explains every aspect of the negotiating process in this updated edition of Secrets of Power Negotiating. His technique allows the negotiator to win and leave the other party feeling that they have won too.

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Book details

List price: $16.99
Edition: 2nd
Copyright year: 2001
Publisher: Career Press, Incorporated
Binding: Paperback
Pages: 1
Size: 6.25" wide x 9.00" long x 1.00" tall
Weight: 1.144
Language: English

Roger Dawson explains every aspect of the negotiating process in this updated edition of Secrets of Power Negotiating. His technique allows the negotiator to win and leave the other party feeling that they have won too.

Introduction What is Power Negotiating?
Playing the Power Negotiating Game
Beginning Negotiating Gambits:
Ask for More Than You Expect to Get
Never Say Yes to the First Offer
Flinch at Proposals
Avoid Confrontational Negotiation
The Reluctant Seller and the Reluctant Buyer
Use the Vise Technique
Middle Negotiating Gambits:
Handling the Person Who Has No Authority to Decide
The Declining Value of Services
Never Offer to Split the Difference
Handling Impasses
Handling Stalemates
Handling Deadlocks
Always Ask for a Trade-off
Ending Negotiating Gambits:
Good Guy/Bad Guy
Nibbling
How to Taper Concessions
The Withdrawing an Offer Gambit
Positioning for Easy Acceptance
Unethical Negotiating Gambits
The Decoy
The Red Herring
Cherry Picking
The Deliberate Mistake
The Default
Escalation
Planted Information
Negotiating Principles
Get the Other Side to Commit First
Acting Dumb is Smart
Don't Let the Other Side Write the Contract
Read the Contract Every Time
Funny Money
People Believe What They See in Writing
Concentrate on the Issues
Always Congratulate the Other Side
Resolving Tough Negotiating Problems
The Art of Mediation
The Art of Arbitration
The Art of Conflict Resolution
Negotiating Pressure Points
Time Pressure
Information Power
Being Prepared to Walk Away
Take It or Leave It
The Fait Accompli
The Hot Potato
Ultimatums
Negotiating With Non-Americans
How Americans Negotiate
How to Do Business With Americans: A Guide for Non-Americans
Negotiating Characteristics of Americans
Negotiating Characteristics of Non-Americans
Understanding the Players
The Personal Characteristics of a Power Negotiator
The Attitudes of a Power Negotiator
The Beliefs of a Power Negotiator
Developing Power Over the Other Side
Legitimate Power
Reward Power
Coercive Power
Reverent Power
Charismatic Power
Expertise Power
Situation Power
Information Power
Combinations of Power
The Power of Crazy
Other Forms of Power
Negotiating Drives
The Competitive Drive
The Solutional Drive
The Personal Drive
The Organizational Drive
The Attitudinal Drive
Win-win Power Negotiating
Postscript
About the Author
Also
Speeches and Seminars
Index

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