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Secrets of Power Negotiating: 15th Anniversary Edition (Inside Secrets from a Master Negotiator) (English Edition)
 
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Secrets of Power Negotiating: 15th Anniversary Edition (Inside Secrets from a Master Negotiator) (English Edition) [Format Kindle]

Roger Dawson
5.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)

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Descriptions du produit

Présentation de l'éditeur

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.

Book Description

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 to 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.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives.


Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 1145 KB
  • Nombre de pages de l'édition imprimée : 353 pages
  • Editeur : Career Press; Édition : 3 (24 avril 2012)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B007RJ9LMU
  • Synthèse vocale : Activée
  • X-Ray :
  • Moyenne des commentaires client : 5.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: n°38.521 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Commentaires client les plus utiles
5.0 étoiles sur 5 Très enrichissant 22 mai 2010
Par Lambrecht
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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Commentaires client les plus utiles sur Amazon.com (beta)
Amazon.com: 4.7 étoiles sur 5  143 commentaires
80 internautes sur 89 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 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.
46 internautes sur 50 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 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!
35 internautes sur 38 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 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.

--

Gambits

--

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.

--

Power Negotiator

--

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.

--

Negotiation and Negotiators

--

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.

--

CONCLUSION

--

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
25 internautes sur 26 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 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.
31 internautes sur 37 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 If you want to be a PROACTIVE NEGOTIATOR, read this book! 31 mai 2001
Par Randy Gilbert - Publié sur Amazon.com
Format:Broché
Roger Dawson has been one of my success mentors for years. Since almost every dealing in our lives involves some type of negotiating, this book should be on everyone's book shelf. His wisdom is clear and eloquent - but more than that it is right on! Even before you finish The Secrets of Power Negotiating for the first time, you will be a changed person - it's that incredible. I say first time because you will want to read it again and again.
Roger Dawson covers all of the proactive bases: smart thinking, system thinking, futuristic thinking, and positive thinking. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. Some of Dawson's ideas are found in SUCCESS BOUND, another book that can help you proactively deal with problems and turn them into opportunities for success.
Everything that I have put into practice that Dawson has recommended has worked. The dozens of gambits and recommended strategies will bring you success. Read it and you will believe that you can negotiate anything that you set your mind to. My copy is worn with highliter and pen marks all through it from the numerous times that I've returned to it in order to study it again.
You will find that this exciting and informative book becomes a part of you. Don't hold back - let it happen. In fact, you should spend 10 to 15 minutes every morning focusing your thoughts on the truths of this book, thereby allowing them to seep deep into your subconscious mind. If you do this I guarantee this wisdom will most assuredly bring you the success and abundance you deserve.
Enjoy the book and your new proactive life.
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