Secrets of Power Negotiating: Inside Secrets from a Master Negotiator. (Anglais) Broché – 20 octobre 2010
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Commentaires client les plus utiles sur Amazon.com
"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.
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.