Acheter d'occasion
EUR 7,76
+ EUR 2,99 (livraison)
D'occasion: Bon | Détails
État: D'occasion: Bon
Commentaire: Ships from the USA. Please allow up to 21 business days for delivery.  Dust Cover Missing. Book has some visible wear on the binding, cover, pages. Biggest little used bookstore in the world.
Vous l'avez déjà ?
Repliez vers l'arrière Repliez vers l'avant
Ecoutez Lecture en cours... Interrompu   Vous écoutez un extrait de l'édition audio Audible
En savoir plus
Voir cette image

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

4.7 étoiles sur 5 3 commentaires client

Voir les formats et éditions Masquer les autres formats et éditions
Prix Amazon
Neuf à partir de Occasion à partir de
Format Kindle
"Veuillez réessayer"
Relié
"Veuillez réessayer"
EUR 36,81 EUR 7,76
Cassette
"Veuillez réessayer"
EUR 65,11 EUR 35,71

Il y a une édition plus récente de cet article:

--Ce texte fait référence à l'édition Broché.
click to open popover

Offres spéciales et liens associés


Descriptions du produit

Présentation de l'éditeur

Roger Dawson's SECRETS OF POWER NEGOTIATING has changed the way business thinks about negotiating. Thinking win-win - looking for that magical third solution in which everyone wins but nobody loses - can be a naïve 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 too. 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 recognise 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. --Ce texte fait référence à l'édition Broché .

Aucun appareil Kindle n'est requis. Téléchargez l'une des applis Kindle gratuites et commencez à lire les livres Kindle sur votre smartphone, tablette ou ordinateur.

  • Apple
  • Android
  • Windows Phone
  • Android

Pour obtenir l'appli gratuite, saisissez votre ou numéro de téléphone mobile.




Détails sur le produit


Commentaires en ligne

4.7 étoiles sur 5
5 étoiles
2
4 étoiles
1
3 étoiles
0
2 étoiles
0
1 étoile
0
Voir les 3 commentaires client
Partagez votre opinion avec les autres clients

Meilleurs commentaires des clients

Format: Relié Achat vérifié
Read this book and learn the art of negotiation. This book does a great job of explaining well how to handle any type of negotiation. It is very detailed and talks about human actions-reactions. The author does a fine job. Well done
Remarque sur ce commentaire Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer
Signaler un abus
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.
Remarque sur ce commentaire Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer
Signaler un abus
Format: Broché
Pour quelqu'un qui n'y connait rien, ce livre est très enrichissant.

Les conseils sont simples, bien illustrés.
Remarque sur ce commentaire Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer
Signaler un abus

Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: HASH(0x94c67864) étoiles sur 5 221 commentaires
109 internautes sur 119 ont trouvé ce commentaire utile 
HASH(0x8f6ec990) étoiles sur 5 Yes and No 7 juillet 2005
Par Amazon Customer - 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.
58 internautes sur 62 ont trouvé ce commentaire utile 
HASH(0x8f6ecbdc) 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!
31 internautes sur 32 ont trouvé ce commentaire utile 
HASH(0x8f6ecf6c) 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.
47 internautes sur 51 ont trouvé ce commentaire utile 
HASH(0x8f6ef198) 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
18 internautes sur 19 ont trouvé ce commentaire utile 
HASH(0x8f6ef2f4) étoiles sur 5 Highly Recommended! 23 mars 2001
Par Rolf Dobelli - Publié sur Amazon.com
Format: Relié
While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."
Ces commentaires ont-ils été utiles ? Dites-le-nous


Commentaires

Souhaitez-vous compléter ou améliorer les informations sur ce produit ? Ou faire modifier les images?