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Secrets of Power Negotiating: Inside Secrets from a Master Negotiator. (Anglais) Broché – 20 octobre 2010

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Description 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.

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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
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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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Très bon contenu qui offre une formation optimale à la négociation !
Je recommande vivement la lecture de cette oeuvre si vous devez vous lancez dans les affaires.
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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) (Peut contenir des commentaires issus du programme Early Reviewer Rewards)

Amazon.com: 4.7 étoiles sur 5 238 commentaires
6 internautes sur 6 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 Negotiating is a life skill; this is the best book I know on the subject 25 janvier 2017
Par MG - Publié sur Amazon.com
Format: Broché Achat vérifié
Imagine sitting across from someone who says:

"I only have $5,000, that's all I have."
"You've got to do better than that."
"You've got to do MUCH better than that."
"I don't have much time. What have you got?"
"What if I doubled/tripled/etc my order?"

I asked that question in a review I wrote about a book that didn't have answers for how to respond. I mentioned in that review that Dawson's "Power Negotiating" had the answers. So I thought it was about time to post this in a review for THE book. Knowing how to negotiate well is a life skill that could help us in so many ways. It's just not about buying cars or houses, or discussing salary, or selling or buying a product. It's life. It's your toddler asking for a cookie; it's your teenage daughter asking for new luggage and spending money (Dawson provides personal examples). Having good negotiation skills is an essential life skill, and I know of no better book on the topic than Dawson's. The book drags a bit in the chapters on mediation, arbitration, and conflict resolution. But the chapters on the negotiation gambits -- beginning, middle, and ending -- is everything you need to know. He also talks about unethical gambits -- great info so you are aware when others try it on you. I have this book on my shelf for quick reference.
5.0 étoiles sur 5 Mr. Dawson's course shows how to win and let both parties walk away with dignity 7 juin 2015
Par helomarine - Publié sur Amazon.com
Format: Broché Achat vérifié
For quite a few years I was on the road and in airplanes as a technical service consultant for a manufacturer. The information in Roger Dawson's course saved my bacon many times. Unfortunately, it seems that most people think that winning in a negotiation means to dominate. What Mr. Dawson's course makes clear is that winning in a negotiation predominantly means coming to terms that both parties can walk away from feeling at least somewhat satisfied. This is not a feel-good touchy-feely course, because indeed winning means just that, but a true winner finds a way to not leave the other party feeling devastated while at the same time not having your head handed to you. In the responsibilities of the employment that I had, I was frequently dealing with dissatisfied, dissolution and disgruntled people. As such, coming to negotiated terms of settlement in various situations made the gambits that Mr. Dawson offers crucial. At the same time, a well negotiated settlement yields results that open the way to leave a mindset with the individual being dealt with, as well as their relatives, friends, neighbors, club associates and fellow church members to where they would be inclined to do business with me and my company in the future. This course provides the tools to accomplish this.
5 internautes sur 5 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Entertaining and Easy to Read 15 mars 2011
Par A dad - Publié sur Amazon.com
Format: CD Achat vérifié
Dawson accumulated "gambits" that people use in negotiations. The value of learning about this is that each gambit has a probable reaction associated with it. Through years of testing and research, Dawson can give probable responses to these gambits.

I found myself in the probable responses. In other words, Dawson's gambits would probably work on me, but maybe not so easily now that I know them. Many of these gambits can be used when sales people try to be pushy with you or attempt to wordsmith an outcome. After all, salespeople have been trained to sell that which they're selling. Many are skilled in technique. You can use Dawson's gambits or counter-gambits to quickly respond, and be faster on your feet.

One of the reasons why people rate this book so highly, other than for accuracy in probable responses, is that it's entertaining. This is a book about human nature. It doesn't advise to be confrontational, because that doesn't usually work. It doesn't advise that tactics alone work. The fact of being able to walk away from a deal is a foundation of negotiation success. If you can't walk away, tactics alone will not give a good probabilistic outcome.

Dawson relates negotiation to several other areas. Time pressure is critical to negotiation. And that is driven mainly by time management. From this theme, Dawson shows how better time management can boost negotiation success. He cites Pareto's Rule, that 80% of the results come from 20% of the causes. He says 80% of the concessions will be made in the final 20% of the negotiation. Because of this, Dawson says don't reveal your deadlines as we're vulnerable under time pressure.

The one with the most options has the most power in a negotiation, Dawson says. This means we have to do our homework to create more options for ourselves. He uses the tugboat analogy to illustrate how we can turn the other side around persistently a little at a time. But even so, we should walk away if the deal is not the right thing to do. The principles Dawson teaches relate to many areas of life. Therefore, this book can be helpful to anyone.
1 internautes sur 1 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 Entertaining and Easy to Read 22 novembre 2009
Par A dad - Publié sur Amazon.com
Format: Broché Achat vérifié
Dawson accumulated "gambits" that people use in negotiations. The value of learning about this is that each gambit has a probable reaction associated with it. Through years of testing and research, Dawson can give probable responses to these gambits.

I found myself in the probable responses. In other words, Dawson's gambits would probably work on me, but maybe not so easily now that I know them. Many of these gambits can be used when sales people try to be pushy with you or attempt to wordsmith an outcome. After all, salespeople have been trained to sell that which they're selling. Many are skilled in technique. You can use Dawson's gambits or counter-gambits to quickly respond, and be faster on your feet.

One of the reasons why people rate this book so highly, other than for accuracy in probable responses, is that it's entertaining. This is a book about human nature. It doesn't advise to be confrontational, because that doesn't usually work. It doesn't advise that tactics alone work. The fact of being able to walk away from a deal is a foundation of negotiation success. If you can't walk away, tactics alone will not give a good probabilistic outcome.

Dawson relates negotiation to several other areas. Time pressure is critical to negotiation. And that is driven mainly by time management. From this theme, Dawson shows how better time management can boost negotiation success. He cites Pareto's Rule, that 80% of the results come from 20% of the causes. He says 80% of the concessions will be made in the final 20% of the negotiation. Because of this, Dawson says don't reveal your deadlines as we're vulnerable under time pressure.

The one with the most options has the most power in a negotiation, Dawson says. This means we have to do our homework to create more options for ourselves. He uses the tugboat analogy to illustrate how we can turn the other side around persistently a little at a time. But even so, we should walk away if the deal is not the right thing to do. The principles Dawson teaches relate to many areas of life. Therefore, this book can be helpful to anyone.
5.0 étoiles sur 5 The BIBLE of Negotiations! 22 avril 2014
Par R.M. Smith - Publié sur Amazon.com
Format: Format Kindle Achat vérifié
Roger Dawson is the undisputed master of negotiating and this book is known throughout the world as THE go to text for all things negotiation. If your book budget allows only one purchase, this is the one to get! HUGE 300+ pages, professionally written, expert knowledge, easy to follow concepts and a winning attitude all go together to make this book worth thousands of dollars to those who want to learn the art of negotiations. Are there any "secrets" revealed?? No, not in the strict sense of the word, but most people will learn new tactics and strategies from the master of power negotiations, Roger Dawson. $1.99 on Kindle is an unbelievable deal!
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