Book description
Roger Dawson’s Secrets of Power Negotiating has changed the way American business thinks about negotiating.
Table of contents
- Title Page
- Copyright Page
- Table of Contents
- Dedication
- Introduction
-
Section One - Playing the Power Negotiating Game
- 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
- 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
- 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
- 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
- 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 - Resolving Tough Negotiating Problems
-
Section Three - Negotiating Pressure Points
- Chapter 37 - Time Pressure
-
Chapter 38 - Information power
- Rule 1: Don’t Be Afraid to Admit That You Don’t Know
- Rule 2: Don’t Be Afraid to Ask the Question
- Rule 3: Ask Open-Ended Questions
- Rule 4: Where You Ask the Question Makes a Big Difference
- Rule 5: Ask Other People—Not With Whom You’ll Negotiate
- Rule 6: Ask Questions for Reasons, Not Gathering Information
- Chapter 39 - Being Prepared to Walk Away
- Chapter 40 - Take It or Leave It
- Chapter 41 - The Fait Accompli
- Chapter 42 - The Hot Potato
- Chapter 43 - Ultimatums
-
Section Four - Negotiating With Non-Americans
- Chapter 44 - How Americans Negotiate
-
Chapter 45 - How to Do Business With Americans: A Guide for Non-Americans
- Americans Are Very Succinct
- Americans Answer Questions With One Word
- Americans Talk in Idioms
- Americans Are Very Patriotic
- The American Class System
- Religion in America
- The Frontier Mentality
- Time Is Money to Americans
- The Opinionated American
- The Friendly American
- Business Cards
- Tipping in America
- The Diverse Population of America
- The Self-Reliant American
- A Final Word About Americans
-
Chapter 46 - Negotiating Characteristics of Americans
- Americans Tend to Be Very Direct in Our Communications
- Americans Resist Making Outrageous Initial Demands
- Americans Are More Likely to Negotiate Alone
- Americans Are Uncomfortable With Emotional Displays
- Americans Expect Short-Term Profits
- Americans Are Less Likely to Speak a Foreign Language
- Americans Are Not World Travelers
- Americans Are Uncomfortable With Silence
- Americans Hate to Admit That We Don’t Know
- Chapter 47 - Negotiating Characteristics of Non-Americans
- Section Five - Understanding the Players
-
Section Six - Developing Power Over the Other Side
- Chapter 53 - Legitimate Power
- Chapter 54 - Reward Power
- Chapter 55 - Coercive Power
- Chapter 56 - Reverent Power
- Chapter 57 - Charismatic Power
- Chapter 58 - Expertise Power
- Chapter 59 - Situation Power
- Chapter 60 - Information Power
- Chapter 61 - Combinations of Power
- Chapter 62 - Other Forms of Power
- Chapter 63 - Negotiating Drives
- Chapter 64 - Win-Win Negotiating
- Conclusion
- About the Author
- Audio CD and Video Programs
Product information
- Title: Secrets of Power Negotiating, 15th Anniversary Edition
- Author(s):
- Release date: November 2010
- Publisher(s): Career Press
- ISBN: 9781601631398
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