Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator / Edition 3

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Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also.

This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include:

  • Twenty sure-fire negotiating gambits.
  • How to negotiate over the telephone, by e-mail, and via instant messaging.
  • How to read body language.
  • Listening to hidden meanings in conversation.
  • Dealing with people from other cultures.
  • How to become an expert mediator.

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 of 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.

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Product Details

  • ISBN-13: 9781601631398
  • Publisher: Career Press, Incorporated
  • Publication date: 10/20/2010
  • Edition description: 15th Anniversary Edition
  • Edition number: 3
  • Pages: 320
  • Sales rank: 188,649
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.80 (d)

Meet the Author

Roger Dawson is the founder of the Power Negotiation Institute and one of the country's top experts on the art of negotiating--SUCCESS Magazine calls him "America's Premier Business Negotiator." As a full-time speaker since 1982, Roger has travelled the world to teach business leaders how to improve their profits using his Power Negotiating techniques. He has trained executives at some of the world's largest companies, including General Foods, General Motors, Xerox, IBM, and Harvard Medical School, and conducted seminars around the world. He resides in La Habra Heights, California.
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Table of Contents

Introduction: What Is Power Negotiating" 9

Section 1 Playing the Power Negotiating Game 13

Beginning Negotiating Gambits 15

Chapter 1 Ask for More Than You Expect to Get 16

Chapter 2 Never Say Yes to the First Offer 26

Chapter 3 Flinch at Proposals 32

Chapter 4 Avoid Confrontational Negotiation 36

Chapter 5 The Reluctant Seller and the Reluctant Buyer 39

Chapter 6 Use the Vise Technique 44

Middle Negotiating Gambits 48

Chapter 7 Handling the Person Who Has No Authority to Decide 49

Chapter 8 The Declining Value of Services 61

Chapter 9 Never Offer to Split the Difference 64

Chapter 10 Handling Impasses 67

Chapter 11 Handling Stalemates 69

Chapter 12 Handling Deadlocks 72

Chapter 13 Always Ask for a Trade-off 75

Ending Negotiating Gambits 79

Chapter 14 Good Guy/Bad Guy 80

Chapter 15 Nibbling 85

Chapter 16 How to Taper Concessions 93

Chapter 17 The Withdrawing an Offer Gambit 97

Chapter 18 Positioning for Easy Acceptance 101

Unethical Negotiating Gambits 104

Chapter 19 The Decoy 105

Chapter 20 The Red Herring 109

Chapter 21 Cherry Picking 112

Chapter 22 The Deliberate Mistake 115

Chapter 23 The Default 117

Chapter 24 Escalation 118

Chapter 25 Planted Information 121

Negotiating Principles 123

Chapter 26 Get the Other Side to Commit First 124

Chapter 27 Acting Dumb Is Smart 127

Chapter 28 Don't Let the Other Side Write the Contract 130

Chapter 29 Read the Contract Every Time 133

Chapter 30 Funny Money 135

Chapter 31 People Believe What They See in Writing 137

Chapter 32 Concentrate on the Issues 139

Chapter 33 Always Congratulate the Other Side 142

Section 2 Resolving Tough Negotiating Problems 143

Chapter 34 The Art of Mediation 144

Chapter 35 The Art of Arbitration 154

Chapter 36 The Art of Conflict Resolution 160

Section 3 Negotiating Pressure Points 171

Chapter 37 Time Pressure 172

Chapter 38 Information Power 180

Chapter 39 Being Prepared to Walk Away 194

Chapter 40 Take It or Leave It 199

Chapter 41 The Fait Accompli 202

Chapter 42 The Hot Potato 205

Chapter 43 Ultimatums 209

Section 4 Negotiating With Non-Americans 211

Chapter 44 How Americans Negotiate 213

Chapter 45 How to Do Business With Americans: A Guide for Non-Americans 219

Chapter 46 Negotiating Characteristics of Americans 229

Chapter 47 Negotiating Characteristics of Non-Americans 234

Section 5 Understanding the Players 247

Chapter 48 Body Language: How to Read People 249

Chapter 49 Hidden Meanings in Conversation 261

Chapter 50 The Personal Characteristics of a Power Negotiator 269

Chapter 51 The Attitudes of a Power Negotiator 273

Chapter 52 The Beliefs of a Power Negotiator 280

Section 6 Developing Power Over the Other Side 283

Chapter 53 Legitimate Power 285

Chapter 54 Reward Power 291

Chapter 55 Coercive Power 295

Chapter 56 Reverent Power 300

Chapter 57 Charismatic Power 303

Chapter 58 Expertise Power 307

Chapter 59 Situation Power 310

Chapter 60 Information Power 312

Chapter 61 Combinations of Power 315

Chapter 62 Other Forms of Power 319

Chapter 63 Negotiating Drives 323

Chapter 64 Win-Win Negotiating 329

Conclusion: Final Thoughts 335

Index 339

About the Author 345

Also Roger Dawson 347

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