Secrets of Power Negotiating

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Open Road Media, Apr 24, 2012 - Business & Economics - 320 pages
2 Reviews
Becoming a master negotiator is easier than you think! Award-winning negotiation expert Roger Dawson shows readers how to ask for—and get—what they want.
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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.

Dawson’s insider guide “should be required reading for anyone who deals with people” (Ken Blanchard) and is an essential tool for learning the tricks of the trade—and avoiding being tricked yourself.

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LibraryThing Review

User Review  - Dangraham - LibraryThing

This is probably the best negotiation book I've read. Great stories, good tips and an easy to read writing style Read full review

Contents

Dedication
Never Say Yes to the First Offer
The Reluctant Seller and the Reluctant Buyer
The Declining Value of Services
Handling Deadlocks
Nibbling
How to Taper Concessions
The Withdrawing an Offer Gambit
Concentrate on the Issues
Always Congratulate the Other Side
Section Two Resolving Tough Negotiating Problems
The Art of Mediation
The Importance of Mediation
Why Mediation Works
The Mediator Perceived as Neutral Is Important
The Process of Mediation Initial Contact With the Parties

Positioning for Easy Acceptance
The Decoy
The Red Herring
Cherry picking
Buyers Love Cherry PickingSellers Hate
The Deliberate Mistake
The Default
Escalation
Planted Information
Get the Other Side to Commit First
Acting Dumb Is Smart
Dont Let the Other Side Write the Contract
Read the Contract Every Time
Funny Money
People Believe What They See in Writing
First Private Meeting Second Private Meeting
Resolution Stage
The Art of Arbitration Setting Up the Arbitration
Rendering an Award
Section Three Negotiating Pressure Points
Information power
Being Prepared to Walk Away
Take It or Leave
The Hot Potato
Ultimatums
Section Four Negotiating With NonAmericans
A Guide for Non
The Diverse Population of America
Americans Are Less Likely to Speak a Foreign Language
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About the author (2012)

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 United States, 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.

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