Descripciones mejoradas de Syndetics:

Master negotiator Roger Dawson shows readers how to make the most of their negotiations in this new, revised paperback edition. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won.

Tabla de contenidos provista por Syndetics

• Introduction What is Power Negotiating?(p. 9)
• Section 1 Playing the Power Negotiating Game(p. 11)
• Beginning Negotiating Gambits:
• Chapter 1 Ask for More Than You Expect to Get(p. 13)
• Chapter 2 Never Say Yes to the First Offer(p. 23)
• Chapter 3 Flinch at Proposals(p. 29)
• Chapter 4 Avoid Confrontational Negotiation(p. 33)
• Chapter 5 The Reluctant Seller and the Reluctant Buyer(p. 37)
• Chapter 6 Use the Vise Technique(p. 42)
• Middle Negotiating Gambits:
• Chapter 7 Handling the Person Who Has No Authority to Decide(p. 47)
• Chapter 8 The Declining Value of Services(p. 60)
• Chapter 9 Never Offer to Split the Difference(p. 63)
• Chapter 10 Handling Impasses(p. 66)
• Chapter 11 Handling Stalemates(p. 70)
• Chapter 12 Handling Deadlocks(p. 73)
• Chapter 13 Always Ask for a Trade-off(p. 76)
• Ending Negotiating Gambits:
• Chapter 14 Good Guy/Bad Guy(p. 80)
• Chapter 15 Nibbling(p. 86)
• Chapter 16 How to Taper Concessions(p. 94)
• Chapter 17 The Withdrawing an Offer Gambit(p. 98)
• Chapter 18 Positioning for Easy Acceptance(p. 102)
• Unethical Negotiating Gambits(p. 105)
• Chapter 19 The Decoy(p. 106)
• Chapter 20 The Red Herring(p. 110)
• Chapter 21 Cherry Picking(p. 113)
• Chapter 22 The Deliberate Mistake(p. 116)
• Chapter 23 The Default(p. 118)
• Chapter 24 Escalation(p. 119)
• Chapter 25 Planted Information(p. 122)
• Negotiating Principles(p. 124)
• Chapter 26 Get the Other Side to Commit First(p. 125)
• Chapter 27 Acting Dumb is Smart(p. 128)
• Chapter 28 Don't Let the Other Side Write the Contract(p. 130)
• Chapter 29 Read the Contract Every Time(p. 134)
• Chapter 30 Funny Money(p. 136)
• Chapter 31 People Believe What They See in Writing(p. 138)
• Chapter 32 Concentrate on the Issues(p. 140)
• Chapter 33 Always Congratulate the Other Side(p. 143)
• Section 2 Resolving Tough Negotiating Problems(p. 144)
• Chapter 34 The Art of Mediation(p. 145)
• Chapter 35 The Art of Arbitration(p. 155)
• Chapter 36 The Art of Conflict Resolution(p. 161)
• Section 3 Negotiating Pressure Points(p. 170)
• Chapter 37 Time Pressure(p. 171)
• Chapter 38 Information Power(p. 179)
• Chapter 39 Being Prepared to Walk Away(p. 193)
• Chapter 40 Take It or Leave It(p. 198)
• Chapter 41 The Fait Accompli(p. 201)
• Chapter 42 The Hot Potato(p. 203)
• Chapter 43 Ultimatums(p. 207)
• Section 4 Negotiating With Non-Americans(p. 210)
• Chapter 44 How Americans Negotiate(p. 211)
• Chapter 45 How to Do Business With Americans: A Guide for Non-Americans(p. 216)
• Chapter 46 Negotiating Characteristics of Americans(p. 226)
• Chapter 47 Negotiating Characteristics of Non-Americans(p. 230)
• Section 5 Understanding the Players(p. 242)
• Chapter 48 The Personal Characteristics of a Power Negotiator(p. 243)
• Chapter 49 The Attitudes of a Power Negotiator(p. 247)
• Chapter 50 The Beliefs of a Power Negotiator(p. 249)
• Section 6 Developing Power Over the Other Side(p. 252)
• Chapter 51 Legitimate Power(p. 254)
• Chapter 52 Reward Power(p. 261)
• Chapter 53 Coercive Power(p. 264)
• Chapter 54 Reverent Power(p. 269)
• Chapter 55 Charismatic Power(p. 275)
• Chapter 56 Expertise Power(p. 277)
• Chapter 57 Situation Power(p. 279)
• Chapter 58 Information Power(p. 281)
• Chapter 59 Combinations of Power(p. 283)
• Chapter 60 The Power of Crazy(p. 287)
• Chapter 61 Other Forms of Power(p. 289)
• Section 7 Negotiating Drives(p. 293)
• Chapter 62 The Competitive Drive(p. 294)
• Chapter 63 The Solutional Drive(p. 295)
• Chapter 64 The Personal Drive(p. 297)
• Chapter 65 The Organizational Drive(p. 298)
• Chapter 66 The Attitudinal Drive(p. 300)
• Chapter 67 Win-win Power Negotiating(p. 301)
• Postscript(p. 306)
• About the Author(p. 307)
• Also(p. 309)
• Speeches and Seminars(p. 310)
• Index(p. 315)

Notas de autor provistas por Syndetics

Roger Dawson is one of the country's top experts on the art of negotiating. As a fulltime speaker for the last 17 years, he has trained executives, managers, and salespeople throughout the U.S., Canada, and Australia. He is one of only 28 professionals in the world to have been awarded both the CSP and CPAW by the National Speakers Association, their two highest awards.