Secrets of Power Negotiating Inside Secrets from a Master Negotiator

ISBN-10: 1601631391

ISBN-13: 9781601631398

Edition: 3rd (Revised)

Authors: Roger Dawson

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Book details

List price: $16.99
Edition: 3rd
Publisher: Career Press, Incorporated
Publication date: 10/20/2010
Binding: Paperback
Pages: 1
Size: 5.75" wide x 8.75" long x 0.75" tall
Weight: 1.276
Language: English

Bestselling author RON FRY has edited or written more than 30 books. He is an acknowledged authority, frequent speaker, and seminar leader on a variety of job search topics at schools and associations nationwide.Mike Summey has taught the Summey Method to thousands of people across North America.Roger Dawson is a leading negotiation expert whose bestselling cassette program, "Secrets of Power Negotiating," has exceeded $28 million in sales.

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
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
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
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
About the Author
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