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[Roger Dawson] Secrets of power negotiating inside .pdf



Original filename: [Roger_Dawson]_Secrets_of_power_negotiating_inside.pdf
Title: Secrets of Power Negotiating: Inside Secrets from a Master Negotiator
Author: Roger Dawson

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Copyright© 2001 by Roger Dawson
All rights reserved under the Pan-American and International
Copyright Conventions. This book may not be reproduced, in
whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information
storage and retrieval system now known or hereafter invented,
without written permission from the publisher, The Career Press.

SECRETS OF POWER NEGOTIATING

Cover design by Rob Johnson Designs
Printed in the U.S.A. by Book-mart Press

To order this title, please call toll-free 1-800-CAREER-1 (NJ and
Canada: 201-848-0310) to order using VISA or MasterCard, or for
further information on books from Career Press.
The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
www .careerpress.com

Library of Congress Cataloging-in-Publication Data
Dawson, Roger, 1940Secrets of power negotiating : inside secrets from a master negotiator I by
Roger Dawson.--2°d ed.
p.
em.
Includes index.
ISBN 1-56414-498-4 (paper)
1. Negotiation in business. I. Title.
HD58.6 .D39 2001
658.4'052--dc21

00-057941

Dedicated to:

My beautiful wife Gisela, wlw brought love back into my life.

And to all the attendees of my seminars, readers of my books and
listeners to my tapes wlw shared their negotiating stories with me.

Contents
Introduction
What is Power Negotiating?

9

Section One
Playing the Power Negotiating Game

11

Beginning Negotiating Gambits:
Chapter 1:
Chapter 2:
Chapter 3:
Chapter 4:
Chapter 5:
Chapter 6:

Ask for More Than You Expect to Get
Never Say Yes to the First Offer
Flinch at Proposals
Avoid Confrontational Negotiation
The Reluctant Seller and the Reluctant Buyer
Use the Vise Technique

13
23
29
33
37
42

Middle Negotiating Gambits:
Chapter 7:
Chapter 8:
Chapter 9:
Chapter 10:
Chapter 11:
Chapter 12:
Chapter 13:

Handling the Person Who Has No Authority
to Decide
The DecliningValue of Services
Never Offer to Split the Difference
Handling Impasses
Handling Stalemates
Handling Deadlocks
Always Ask for a Trade-off

47
60
63
66
70
73
76

Ending Negotiating Gambits:
Chapter 14:
Chapter 15:
Chapter 16:
Chapter 17:
Chapter 18:

Good Guy/Bad Guy
Nibbling
How to Taper Concessions
The Withdrawing an Offer Gambit
Positioning for Easy Acceptance

80
86
94

98
102

Unethical Negotiating Gambits

105

Chapter 19:
Chapter 20:
Chapter 21:
Chapter 22:
Chapter 23:
Chapter 24:
Chapter 25:

106
110
113
116
118
119
122

The Decoy
The Red Herring
Cherry Picking
The Deliberate Mistake
The Default
Escalation
Planted Information

Negotiating Principles

124

Chapter 26:
Chapter 27:
Chapter 28:
Chapter 29:
Chapter 30:
Chapter 31:
Chapter 32:
Chapter 33:

125
128
130
134
136
138
140
143

Get the Other Side to Commit First
Acting Dumb is Smart
Don't Let the Other Side Write the Contract
Read the Contract Every Time
Funny Money
People Believe What They See in Writing
Concentrate on the Issues
Always Congratulate the Other Side

Section Two
Resolving Tough Negotiating Problems

144

Chapter 34: The Art of Mediation
Chapter 35: The Art of Arbitration
Chapter 36: The Art of Conflict Resolution

145
155
161

Section Three
Negotiating Pressure Points

170

Chapter 37: Time Pressure
Chapter 38: Information Power

171
179

Chapter 39:
Chapter 40:
Chapter 41:
Chapter 42:
Chapter 43:

Being Prepared to Walk Away
Take It or Leave It
The Fait Accompli
The Hot Potato
Ultimatums

193
198
201
203
207

Section Four
Negotiating With Non-Americans

210

Chapter 44: How Americans Negotiate
Chapter 45: How to Do Business With Americans:
A Guide for Non-Americans
Chapter 46: Negotiating Characteristics of Americans
Chapter 47: Negotiating Characteristics ofNon-Americans

211
216
226
230

Section Five
Understanding the Players

242

Chapter 48: The Personal Characteristics
of a Power Negotiator
Chapter 49: The Attitudes of a Power Negotiator
Chapter 50: The Beliefs of a Power Negotiator

243
247
249

Section Six
Developing Power Over the Other Side

252

Chapter 51:
Chapter 52:
Chapter 53:
Chapter 54:
Chapter 55:
Chapter 56:

254
261
264
269
275
277

Legitimate Power
Reward Power
Coercive Power
Reverent Power
Charismatic Power
Expertise Power

Chapter 57:
Chapter 58:
Chapter 59:
Chapter 60:
Chapter 61:

Situation Power
Information Power
Combinations of Power
The Power of Crazy
Other Forms of Power

279
281
283
287
289

Section Seven
Negotiating Drives

293

Chapter 62:
Chapter 63:
Chapter 64:
Chapter 65:
Chapter 66:
Chapter 67:

294
295
297
298
300
301

The Competitive Drive
The Solutional Drive
The Personal Drive
The Organizational Drive
The Attitudinal Drive
Win-win Power Negotiating

Postscript

306

About the Author

307

Also by Roger Dawson

309

Speeches and Seminars

310

Index

315


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