Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets From a Master Negotiator

Front Cover
Red Wheel/Weiser, Nov 1, 2010 - Business & Economics - 352 pages
1 Review
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 na+╗ve 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.
 

What people are saying - Write a review

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

Selected pages

Contents

Use the Vise Technique
Handling the Person Who Has No Authority to Decide The Other Side Loves to Use Higher Authority
The Counter Gambits to Higher Authority
The Declining Value of Services
Never Offer to Split the Difference
Handling Impasses
Handling Stalemates
Handling Deadlocks
Always Ask for a TradeOff
Good GuyBad
Counter Gambits to Good GuyBad
Nibbling
Look Out for People Nibbling on
Prevent the Other Side From Nibbling on You Preventing PostNegotiation Nibbles
How to Taper Concessions
The Withdrawing an Offer Gambit
Positioning for Easy Acceptance
People Believe What They See in Writing
Section Two Resolving Tough Negotiating Problems
The Art of Arbitration
The Art of Conflict Resolution
Section Three Negotiating Pressure Points
Information power
Being Prepared to Walk Away
The Fait Accompli
Ultimatums
A Guide for NonAmericans
Negotiating Characteristics of Americans
Negotiating Characteristics of NonAmericans
Section Five Understanding the Players
Hidden Meanings in Conversation
The Personal Characteristics of a Power Negotiator
Copyright

Other editions - View all

Common terms and phrases

Bibliographic information