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Roger Dawson's Secrets of Power Negotiating (Anglais) Relié – 30 septembre 1997


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Descriptions du produit

Book by Dawson Roger


Détails sur le produit

  • Relié: 301 pages
  • Editeur : Career Press (30 septembre 1997)
  • Langue : Anglais
  • ISBN-10: 1564141535
  • ISBN-13: 978-1564141538
  • Dimensions du produit: 16,5 x 2,5 x 22,9 cm
  • Moyenne des commentaires client : 4.5 étoiles sur 5  Voir tous les commentaires (2 commentaires client)
  • Classement des meilleures ventes d'Amazon: 799.633 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
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Par Lambrecht sur 22 mai 2010
Format: Broché
Pour quelqu'un qui n'y connait rien, ce livre est très enrichissant.

Les conseils sont simples, bien illustrés.
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Format: Broché Achat vérifié
Some of these proposed ideas that for sure we have been using them naturally in daily lives. But this little tutorial can make them clear and let you notice that you can use these tricks everywhere.
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Amazon.com: 153 commentaires
85 internautes sur 94 ont trouvé ce commentaire utile 
Yes and No 7 juillet 2005
Par Ronald Davis - Publié sur Amazon.com
Format: Relié Achat vérifié
These secrets are so secretive that they are taught in every mainstream business negotiations class in America. Pretty secretive, eh? Having properly derided the excessively puffy title, let me say that the book is good. The book is basically a series of tricks to play on the other negotiator. If you don't, you risk having him/her play them on you.

However, this book is not sufficient in and of itself. G Richard Shell's "Bargaining & Advantage" is needed to get the perspective needed to avoid shooting one's self in the foot -- all the way up to the knee.

On the other hand, Dawson's presentation of the tricks is much more clear and compelling than Shell's. Get 'em both.
49 internautes sur 53 ont trouvé ce commentaire utile 
A good book to own if you negotiatie only infrequently 21 mars 2002
Par Un client - Publié sur Amazon.com
Format: Broché
I don't have to do high powered negotiations very often but when I do, I review this book. It clearly maps out the process that one must go through to achieve the most successful negotiations possible from the planning stage through the final process of getting the contract language the way you want it. Roger defines success as having both parties feel that they won. He shows how to set up the negotiating process so that both parties come away feeling successful. He explains the psychology of negotiating very clearly so that the reader understands why each thing that they do is important. The value of the book is more than just as a roadmap however. Knowing what techniques that the other party may use (by intent or otherwise) and being able to recognize them is of immense value. What is especially useful if knowing how to handle the tactics that the other side may use. This is not cheating or tricking the other party. It is just being smart. When millions of dollars are on the table both sides are very wary and want to make sure that they are getting what they want. Stumbling when well known negotiating tactics are used by the other party is often avoidable for those that don't negotiate very often. Simply review the book and then follow Roger Dawson's suggestions. I like to listen to the audio version of the book as well when I am coming up to a big negotiation. It gets my mind focused on the process. I then go over what happened after a negotiating session so that the concepts get burned into my memory and the responses become automatic. A great book. Try the audio tapes also. Highly entertaining!
27 internautes sur 28 ont trouvé ce commentaire utile 
Packed With Knowledge! 21 juin 2001
Par Rolf Dobelli - Publié sur Amazon.com
Format: Relié
As you read Roger Dawson's now-classic book, you'll find yourself nodding your head saying, "Those guys used that gambit against me last week." And then you will say, "Never again!" This book is a rarity: A "Secrets of" book that actually provides you with useful tactics that you can employ in daily life and business. In fact, the knowledge you gain from this book will come in just as handy in everyday situations, like buying a car or setting your kid's allowance, as it will when your business' survival is at stake. While the secrets themselves can be reduced to common-sense approaches, many are intuitively brilliant, like the advice to psychically flinch when you hear the other side's first offer. We [...] recommend Dawson's insider insights to all readers, because everyone can benefit by negotiating a better deal.
38 internautes sur 42 ont trouvé ce commentaire utile 
Good Points and Insights 27 mai 2006
Par Clovis - Publié sur Amazon.com
Format: Broché
Roger Dawson's SECRET OF POWER NEGOTIATING does not necessarily contain any secrets about negotiations but good points on many and varied aspects of negotiations. The author correctly points out that negotations are simply crucial in life; we are constantly negotiating, whether we realize it or not. I am confident the book would proof useful for anyone interested in enhancing one's understanding of negotations and skills.

The book as a total is organized fairly well, and the author discusses gambits employed in negotiations to techniques used to understand the other side. It is very important to point out that the author believes in "win-win negotiations." That is, it is critical for a negotiator to determine what truly interests the other side and explore how that interest can be met.

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Gambits

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A few techniques the author suggests using include but are not limited to:

(1) asking for more than you expect to get, (2) flinch at proposals, (3) play reluctant, (4) use the "vise technique," (5) reference higher authority, (6) never make a concession without the other side reciprocating, and (7) taper down concessions.

It is important to note that the author explores how you should counter such techniques if the other side uses them.

The author also touches on many important additional topics in the book on business, psychology, and other disciplines that relate to negotiations. I found it particularly useful how the author mentioned that the value of services diminish over time. If you are in the service industry, negotiate and settle on a fee prior to delivery/performance.

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Power Negotiator

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A power negotiator must be prepared to walk-away from any negotiation if it no longer makes sense. Further, the characteristics of the power negotiator include: courage to probe and ask tough questions, patience, integrity (pursue win-win), sound listening skills, a toleration for ambiguity, and no strong need to be liked. The power negotiator believes in a win-win outcome and understands the other side is under pressure. Most importantly perhaps, a power negotiator focuses on issues.

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Negotiation and Negotiators

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The book covers how to prepare for negotiations, the processes of negotiation, and what to do subsequent a negotiation. The author points out the differences between an impasse (disagreement on a single issue), stalemate (negotiation but not progressing towards an end), and a deadlock (lack of progress lead to frustration and negotiation is not viable). The author also discusses how to resolve each of the above.

The author adequately explains different sources of power that people hold, from legitimate power to charismatic power. Further, the author discusses several negotiating styles, primarily based on assertiveness and emotion. The author goes into depth on their flaws and their strengths. The book also covers the different negotiating styles of different cultures, which I really enjoyed reading.

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CONCLUSION

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As a total, I think the book is beneficial and worth reading. I deducted one star because I do not believe the book reads all that well; i.e., there is a lack of flow to the book. However, I hope that does not discourage anyone from reading the book, particularly those whom need to enhance their understanding of negotations, the process, and techniques. I would also like to mention that the author suggests correctly to never gloat subsequent a negotiation. Once a negotiation is consummated, you should always congratulate the other side. Learn the other side's true interests, and always help them fulfill that interest but not necessarily at your expense.

I hope the above review was useful for you,

Clovis
17 internautes sur 19 ont trouvé ce commentaire utile 
One of the best on the subject 11 juillet 2002
Par Harold McFarland - Publié sur Amazon.com
Format: Broché
"Secrets of Power Negotiating" is one of the most complete books on negotiation that I have ever read. Logically organized, it carries the reader through the entire negotiation process. It covers the most common gambits and how to use them as well as how to defend against them.
The book is divided into seven sections. The first section is on negotiating gambits and principles. Negotiating gambits include the common reluctant buyer/reluctant seller, handling impasses, nibbling, positioning for easy acceptance and well as many, many others including unethical ones like the red herring. The second section is on how to resolve tough negotiating problems. The third section covers how to use pressure points in negotiation. Then comes negotiating with non-Americans followed by attitudes and beliefs of a power negotiator. Section six covers developing power over the other side and section seven covers the various drives that motivate people in a negotiation.
Simply one of the best books on negotiation, it is a highly recommended read and should be kept near at hand for the occasional review whether to assist you in dealing with the car salesman, the children, or anyone else you deal with.
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