| |
| |
| 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 | |
| |
| |
| |
| Body Language: How to Read People | |
| |
| |
| |
| Hidden Meanings in Conversation | |
| |
| |
| |
| 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 | |
| |
| |
| |
| Other Forms of Power | |
| |
| |
| |
| Negotiating Drives | |
| |
| |
| |
| Win-Win Negotiating | |
| |
| |
| Conclusion: Final Thoughts | |
| |
| |
| Index | |
| |
| |
| About the Author | |
| |
| |
| Also | |
| |