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Secrets of Power Negotiating

Book Description

Are you a power negotiator?

Master negotiator Roger Dawson shows you how to make the most of all your negotiations in the new paperback edition of his classic Secrets of Power Negotiating.

This Second Edition has been completely revised and updated to reflect the changing dynamics of business today. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won.

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 to 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.

And Power Negotiating can be applied to any situation:

• Business owners will learn how to dramatically improve profits.

• Managers will learn how to become dynamic leaders.

• Parents will discover how to shape their child’s future.

• Salespeople will learn how to build—and protect—their bottom line.

• All readers will find how to develop power and control over their ability to get what they want—in all areas of their lives.

Roger Dawson (City of Industry, CA) is one of the country’s top experts on the art of negotiating. As a full-time speaker for the last 18 years, he has trained executives, managers, and salespeople throughout the U.S., Canada, and Australia. He is one of only 28 professionals in the world to have been awarded both the CSP and CPAW by the National Speakers Association, their two highest awards

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright page
  4. Dedication
  5. Contents
  6. Introduction
  7. Section One
    1. Beginning Negotiating Gambits:
    2. Chapter 1: Ask for More Than You Expect to Get
    3. Chapter 2: Never Say Yes to the First Offer
    4. Chapter 3: Flinch at Proposals
    5. Chapter 4: Avoid Confrontational Negotiation
    6. Chapter 5: The Reluctant Seller and the Reluctant Buyer
    7. Chapter 6: Use the Vise Technique
    8. Middle Negotiating Gambits:
    9. Chapter 7: Handling the Person Who Has No Authority to Decide
    10. Chapter 8: The Declining Value of Services
    11. Chapter 9: Never Offer to Split the Difference
    12. Chapter 10: Handling Impasses
    13. Chapter 11: Handling Stalemates
    14. Chapter 12: Handling Deadlocks
    15. Chapter 13: Always Ask for a Trade-off
    16. Ending Negotiating Gambits:
    17. Chapter 14: Good Guy/Bad Guy
    18. Chapter 15: Nibbling
    19. Chapter 16: How to Taper Concessions
    20. Chapter 17: The Withdrawing an Offer Gambit
    21. Chapter 18: Positioning for Easy Acceptance
    22. Unethical Negotiating Gambits
    23. Chapter 19: The Decoy
    24. Chapter 20: The Red Herring
    25. Chapter 21: Cherry Picking
    26. Chapter 22: The Deliberate Mistake
    27. Chapter 23: The Default
    28. Chapter 24: Escalation
    29. Chapter 25: Planted Information
    30. Negotiating Principles
    31. Chapter 26: Get the Other Side to Commit First
    32. Chapter 27: Acting Dumb is Smart
    33. Chapter 28: Don’t Let the Other Side Write the Contract
    34. Chapter 29: Read the Contract Every Time
    35. Chapter 30: Funny Money
    36. Chapter 31: People Believe What They See in Writing
    37. Chapter 32: Concentrate on the Issues
    38. Chapter 33: Always Congratulate the Other Side
  8. Section Two
    1. Chapter 34: The Art of Mediation
    2. Chapter 35: The Art of Arbitration
    3. Chapter 36: The Art of Conflict Resolution
  9. Section Three
    1. Chapter 37: Time Pressure
    2. Chapter 38: Information Power
    3. Chapter 39: Being Prepared to Walk Away
    4. Chapter 40: Take It or Leave It
    5. Chapter 41: The Fait Accompli
    6. Chapter 42: The Hot Potato
    7. Chapter 43: Ultimatums
  10. Section Four
    1. Chapter 44: How Americans Negotiate
    2. Chapter 45: How to Do Business With Americans: A Guide for Non-Americans
    3. Chapter 46: Negotiating Characteristics of Americans
    4. Chapter 47: Negotiating Characteristics of Non-Americans
  11. Section Five
    1. Chapter 48: The Personal Characteristics of a Power Negotiator
    2. Chapter 49: The Attitudes of a Power Negotiator
    3. Chapter 50: The Beliefs of a Power Negotiator
  12. Section Six
    1. Chapter 51: Legitimate Power
    2. Chapter 52: Reward Power
    3. Chapter 53: Coercive Power
    4. Chapter 54: Reverent Power
    5. Chapter 55: Charismatic Power
    6. Chapter 56: Expertise Power
    7. Chapter 57: Situation Power
    8. Chapter 58: Information Power
    9. Chapter 59: Combinations of Power
    10. Chapter 60: The Power of Crazy
    11. Chapter 61: Other Forms of Power
  13. Section Seven
    1. Chapter 62: The Competitive Drive
    2. Chapter 63: The Solutional Drive
    3. Chapter 64: The Personal Drive
    4. Chapter 65: The Organizational Drive
    5. Chapter 66: The Attitudinal Drive
    6. Chapter 67: Win-win Power Negotiating
  14. PostScript
  15. About the Author
  16. Also by Roger Dawson
  17. Speeches and Seminars
  18. Index