Pub. Date:
Red Wheel/Weiser
Secrets of Power Negotiating,15th Anniversary Edition: Inside Secrets from a Master Negotiator / Edition 3

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

by Roger Dawson


View All Available Formats & Editions
Current price is , Original price is $18.95. You
Select a Purchase Option (Third Edition,Revised)
  • purchase options
  • purchase options


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

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.

  • Product Details

    ISBN-13: 9781601631398
    Publisher: Red Wheel/Weiser
    Publication date: 10/20/2010
    Edition description: Third Edition,Revised
    Pages: 352
    Sales rank: 199,805
    Product dimensions: 6.00(w) x 8.90(h) x 0.80(d)

    About the Author

    Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion (all Career Press).

    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

    Customer Reviews

    Most Helpful Customer Reviews

    See All Customer Reviews