Secrets of Power Negotiating

Open Road Media
45
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Becoming a master negotiator is easier than you think! Award-winning negotiation expert Roger Dawson shows readers how to ask for—and get—what they want.
 
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.

Dawson’s insider guide “should be required reading for anyone who deals with people” (Ken Blanchard) and is an essential tool for learning the tricks of the trade—and avoiding being tricked yourself.

  
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About the author

Roger Dawson (La Habra Heights, CA) is one of the country’s top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the United States, Canada, Asia, and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion.
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Additional Information

Publisher
Open Road Media
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Published on
Apr 24, 2012
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Pages
320
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ISBN
9781453254110
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Language
English
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Genres
Business & Economics / Negotiating
Reference / Personal & Practical Guides
Self-Help / Personal Growth / Success
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Content Protection
This content is DRM protected.
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Read Aloud
Available on Android devices
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Eligible for Family Library

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Deepak Malhotra
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.

What sets negotiation geniuses apart? They are the men and women who know how to:

•Identify negotiation opportunities where others see no room for discussion

•Discover the truth even when the other side wants to conceal it

•Negotiate successfully from a position of weakness

•Defuse threats, ultimatums, lies, and other hardball tactics

•Overcome resistance and “sell” proposals using proven influence tactics

•Negotiate ethically and create trusting relationships—along with great deals

•Recognize when the best move is to walk away

•And much, much more

This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
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