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
- Cover Page
- Title Page
- Copyright page
- Dedication
- Contents
- Introduction
-
Section One
- Beginning Negotiating Gambits:
- Chapter 1: Ask for More Than You Expect to Get
- Chapter 2: Never Say Yes to the First Offer
- Chapter 3: Flinch at Proposals
- Chapter 4: Avoid Confrontational Negotiation
- Chapter 5: The Reluctant Seller and the Reluctant Buyer
- Chapter 6: Use the Vise Technique
- Middle Negotiating Gambits:
- Chapter 7: Handling the Person Who Has No Authority to Decide
- Chapter 8: The Declining Value of Services
- Chapter 9: Never Offer to Split the Difference
- Chapter 10: Handling Impasses
- Chapter 11: Handling Stalemates
- Chapter 12: Handling Deadlocks
- Chapter 13: Always Ask for a Trade-off
- Ending Negotiating Gambits:
- Chapter 14: Good Guy/Bad Guy
- Chapter 15: Nibbling
- Chapter 16: How to Taper Concessions
- Chapter 17: The Withdrawing an Offer Gambit
- Chapter 18: Positioning for Easy Acceptance
- Unethical Negotiating Gambits
- Chapter 19: The Decoy
- Chapter 20: The Red Herring
- Chapter 21: Cherry Picking
- Chapter 22: The Deliberate Mistake
- Chapter 23: The Default
- Chapter 24: Escalation
- Chapter 25: Planted Information
- Negotiating Principles
- Chapter 26: Get the Other Side to Commit First
- Chapter 27: Acting Dumb is Smart
- Chapter 28: Don’t Let the Other Side Write the Contract
- Chapter 29: Read the Contract Every Time
- Chapter 30: Funny Money
- Chapter 31: People Believe What They See in Writing
- Chapter 32: Concentrate on the Issues
- Chapter 33: Always Congratulate the Other Side
- Section Two
- Section Three
- Section Four
- Section Five
-
Section Six
- Chapter 51: Legitimate Power
- Chapter 52: Reward Power
- Chapter 53: Coercive Power
- Chapter 54: Reverent Power
- Chapter 55: Charismatic Power
- Chapter 56: Expertise Power
- Chapter 57: Situation Power
- Chapter 58: Information Power
- Chapter 59: Combinations of Power
- Chapter 60: The Power of Crazy
- Chapter 61: Other Forms of Power
- Section Seven
- PostScript
- About the Author
- Also by Roger Dawson
- Speeches and Seminars
- Index
Product information
- Title: Secrets of Power Negotiating
- Author(s):
- Release date: November 2000
- Publisher(s): Career Press
- ISBN: 9781564144980
You might also like
book
The Leader's Guide to Negotiation
PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we …
book
Secrets of Power Negotiating, 15th Anniversary Edition
Roger Dawson’s Secrets of Power Negotiating has changed the way American business thinks about negotiating.
book
Negotiating the Impossible
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely …
book
The Truth About Negotiations
“The 53 Truths provide incredible insight into the art and science of negotiating. This is a …