Guerrilla Deal-Making: How to Put the Big Dog On Your Leash and Keep Him There

( 4 )

Overview

Why a book on guerrilla deal-making? Because people envy those who are more powerful than they are. They want to bring the big dog down to their own level.  If they succeed, they’ll feel better about themselves. That’s why Jay Conrad Levinson’s guerrilla books have sold over 30 million copies—Jay doesn’t just promise to empower small businessmen, he actually becomes the wind beneath their wings.  It’s a natural!  Empowerment!  How to get powerful people—big dogs—to do what you—the small ...

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Guerrilla Deal-Making: How to Put the Big Dog on Your Leash and Keep Him There

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Overview

Why a book on guerrilla deal-making? Because people envy those who are more powerful than they are. They want to bring the big dog down to their own level.  If they succeed, they’ll feel better about themselves. That’s why Jay Conrad Levinson’s guerrilla books have sold over 30 million copies—Jay doesn’t just promise to empower small businessmen, he actually becomes the wind beneath their wings.  It’s a natural!  Empowerment!  How to get powerful people—big dogs—to do what you—the small guerrilla—want them to do! Your impossible dream—actually controlling big dogs—seems within your reach. (A lot better than just catching their attention.) So millions of people buy Jay’s books. And when they’re in serious negotiations with big dogs, they’ll buy "Guerrilla Deal-Making"!  
On top of that, jealousy of big dogs is on the increase, simply because there are more of them to envy today than ever before. In 2010, 8.4 million households in the US had assets of $1 million or more. That’s 7-1/2 percent of the 112.6 million households.  
There are many other guerrilla vs. big dog situations, not just high-powered buying and selling. Readers will use the 100 very powerful tactics in "Guerrilla Deal-Making" when they   
* Deal with their boss
* Go to town hall meetings to talk to pompous politicians
 * Deal with their home owners association
* Try to get their medical insurance company to reimburse them in full
 8 Deal with uncaring bureaucrats at city hall

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Product Details

  • ISBN-13: 9781614482444
  • Publisher: Morgan James Publishing
  • Publication date: 1/15/2013
  • Pages: 250
  • Product dimensions: 5.90 (w) x 9.00 (h) x 0.80 (d)

Meet the Author

Dr. Donald Wayne Hendon has valuable information that nobody else in the world has. He has given several thousand seminars and consulted for firms in 36 nations on six continents—from Saudi Arabia to Australia. He has made deals with executives from 54 nations, using more than 300 tactics in his repertoire. Each nation has a unique negotiating style, and Dr. Hendon knows these styles intimately—the specific tactics used the most by executives in those countries when they buy and sell, when they wheel and deal. Don trains his clients thoroughly. He gives them the power to win big—and to win often—when they negotiate with people from these nations. Contact him and become more powerful when you make deals.

Jay Conrad Levinson, the father of Guerrilla Marketing, is the author of the best-selling marketing series in history. His books have sold more than 30 million copies worldwide.

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Table of Contents

Summary: 18 chapters:
Chapter 1: Donald Trump vs. Mao Tse-Tung at the negotiating table. A fractured fairy tale introducing major deal-making weapons, countermeasures, dumb mistakes made in deal-making.
Chapter 2: Why Americans aren’t very good at deal-making—and what you can do about it!  18 comprehensive reasons
Chapter 3: Know your enemy—how to get inside the big dog’s mind.  What makes big dogs and winners different than underdogs and losers
Chapter 4: 365 deal-making weapons. The most comprehensive list ever assembled
Chapters 5 through 9. The 50 most powerful and under-used deal-making weapons.  6 categories:  Preparation. Assertive. Defensive. Submissive. Cooperative. Dirty tricks. Plus several hundred counter-weapons  
Chapters 10 through 15: The 50 most powerful and over-used deal-making weapons.  Same 6 categories.  Plus several hundred more counter-weapons
Chapter 16: Guerilla concession-making. How to make concessions the right way—and how to make big dogs give you more than they want to. Highlights:
* 20 do’s and 20 don’ts
* Strongest and weakest concession patterns
* How to determine the dollar value of every concession
* Why simply talking is a big concession
* Why listening is the cheapest—and most important—concession you can make
* How to recognize the big dog’s concession patterns and how to use them against him
* Why you should never say “I’ll think about it”
Chapter 17: Guerrilla body language. How to tell what’s going on in the big dog’s mind without him knowing that you know—whether he’s interested, whether he’s lying, whether he’s on a power trip. Over 200 gestures
* The 51 basic gestures
* 79 evaluation gestures
* 40 gestures liars make
* 18 domination gestures
* 12 touching gestures
* The body language of furniture placement—Hidden meanings of office layout
* Where people choose to sit
* 32 ways to manipulate other people with your own body language
Chapter 18: How to become the ultimate guerrilla. Wrapping it up by revealing how losers become winners
Some of the 100 deal-making weapons in Chapters 5-15:  
* Learn from children—they’re great negotiators
* Negotiate on an empty stomach, never when you’re full
* Mornings are much better times to make deals than afternoons
* Imply your power—don’t intentionally display it
* Learn from the Chinese—use the swarming ambush and the rule of three  
* The person with the least commitment to the relationship has the most power. So does the person who says the least
* Why grapevine gossip is the most believable kind of communication
* How to actually capture the big dog—make it impossible for him to go elsewhere
* Win by using manipulative music and frightening surroundings
* Playing dumb is smart. And it’s even smarter to know when you’re stupid
* The dynamic duo—the power of arrogance and the power of ego
* Wish lists and reality lists
* Intimidating the big dog—4 ways to win, 5 ways to lose
* Take it or leave it—using it and mis-using it
* Using the 2 G-spots: Greed and gullibility
* Funny money and real money
* The power of being un-prepared
* Reciprocity should not be even—how to get the big dog to give you a lot more than you gave him
* The power of powerlessness and 8 other power sources you didn’t even know you had

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Customer Reviews

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Sort by: Showing all of 4 Customer Reviews
  • Anonymous

    Posted September 27, 2013

    I usually need NoDoze or some other type of stimulant to help me

    I usually need NoDoze or some other type of stimulant to help me wade through the boring monotones of marketing books. They make you wade through a vast field of quicksand to get to the gist of their approaches to marketing. Very rarely do they offer any real life problems and solutions to your marketing issues. I expected the same from Guerilla Deal-Making. Was I wrong. In plain,lively language this book wiped away all of my fallacies about marketing books. This book is lively and remarkably easy to read. For a genre of books that are usually make you require NoDoze or a strong cup of coffee after reading 3 pages, this wonderful book wins the gold medal. In a delightful mixture of examples,role playing and actual solutions that you can use, this book is the most valuable marketing tool I've encountered.. Most of the marketing books I've read are either superficial or bogged down in academic,inflexible dogmatic approaches to the subject. In a style that keeps you turning the pages, Guerilla Deal Making shows that marketing books don't have to be "snoozers". It's a must have book for anyone serious about marketing approaches.

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  • Anonymous

    Posted August 27, 2013

    This is a great little book that is well written and easy to rea

    This is a great little book that is well written and easy to read. The beginning story with Donald Trump is really entertaining. The book provides a wealth of helpful negotiating techniques that could be a little confusing at the beginning. Some of the techniques (the authors call them "weapons") sound absurd, others appear bizarre, and many more would seem quite inapplicable. Indeed, when you have over 300 techniques, it is only common sense that most of them would not be appropriate for any situation, but those that are, could actually work. The reader will need to use his own judgment according to the situation.

    More importantly, the book is a quick and easy read. It entertains the reader and provides him with specific guidelines for specific occasions. It also alerts him to tricks and techniques that others might be using on them. It basically opens your eyes. Personally, I was not aware that one could negotiate in so many ways, and had no idea that the field had so many "tricks" until I read the book. Basically, I was clueless before that. Now I am a lot more conscious and judicious.

    Of course, reading the book will not make anyone an instant winner in negotiating, and one should not expect that, but with patience and experience, it can make a big difference in one's life.

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  • Anonymous

    Posted August 6, 2013

    Yet again, Don Hendon puts his world-wide experience on paper.

    Yet again, Don Hendon puts his world-wide experience on paper. The book “Guerrilla Deal- Making” is a wealth of key techniques to use when deal-making with foreign business leaders, whose nuanced body language speaks volumes. Don’s been there; he tells you how to read them. I recommend the book, especially for the young U.S. executive who is just now experiencing their first overseas negotiating assignment.

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  • Anonymous

    Posted August 5, 2013

    I really liked this book. I've tried out many of the very unique

    I really liked this book. I've tried out many of the very unique tactics the authors recommend, and they really work. Highly recommended!

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