The Secrets of Power Negotiating: How to Gain the Upper Hand in Any Negotiation (Anglais) CD – Livre audio, Version intégrale
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Les conseils sont simples, bien illustrés.
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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.
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.
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.
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.
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,
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.