Deceive the Dragon

The Dao of Negotiation: The Path Between Eastern Strategies and Western Minds

Book 2
DoctorZed Publishing
Free sample

 With over three decades of experience as a China-Educated Strategist and business owner, Leonie McKeon has helped hundreds of business owners and executives understand how to do business with Chinese people and to be better negotiators.

Based on The Art of War, Leonie shares her deep understanding of the 36 Strategies used in Chinese culture and business. She provides invaluable practical tips for any business person looking to improve their overall negotiation skills, as well as become better negotiators in China. 

More Control, More Success, More Wins!

Deceive the Dragon: Negotiating to retain power contains ancient Chinese negotiation secrets that are part of everyday Chinese business practices. Discover how you too can use this ancient wisdom so you can have More Control, More Success, More Wins!

 

·         Understand the rules of the game of negotiation

·         Become a great negotiator anywhere, any time

·         Learn how to respond when Chinese negotiation tactics are used on you 

·         Master the ancient secrets of negotiation so you remain in control

·         Implement culturally appropriate strategies for doing business in China

·         Avoid the traps of classic Chinese negotiation strategies

·         Take more control of every negotiation

·         Get more success in business

·         Win more in business

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About the author

Leonie McKeon is an Australian China-educated strategist and author who is passionate about sharing her knowledge of the rules that drive business success in the China market. Leonie has lived, worked and travelled in the Greater China Region for several years where she learned Mandarin, and through these hands-on experiences discovered that ‘everything is negotiable’.

She travels to China regularly assisting Western companies to conduct business with China and sees these negotiating tactics in action first-hand. By enabling her audiences to understand Chinese negotiation tactics, she inspires people to feel confident and therefore able to enjoy being part of the game of negotiating in any environment.

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Additional Information

Publisher
DoctorZed Publishing
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Published on
Jul 4, 2018
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Pages
100
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ISBN
9780648131427
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Language
English
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Genres
Business & Economics / Negotiating
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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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Praise for Beyond Dealmaking

"Every potential rainmaker and savvy competitor needs Melanie Billings-Yun's GRASP method for negotiation. You'll never have to search for leads again. I highly recommend this book."
—Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and How to Be a Fierce Competitor

"Stepping back from the details of the deal, Beyond Dealmaking focuses on the bigger picture—engaging people to work together in an authentic way to resolve issues. Dr. Billings-Yun's accessible approach offers negotiators more than merely how to 'get to yes' but, more importantly, how to stay there."
—Carol Frohlinger, coauthor, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, and co-founder of Negotiating Women, Inc.

"The concepts advocated in Beyond Dealmaking are spot on, particularly for global negotiations and joint ventures such as ones I routinely dealt with in mergers and acquisitions. Attention to productive relationships is one element that consistently crosses cultures and geographies. Dr. Billings-Yun captures the essence of a complicated topic concisely, with concrete examples that bring it to life and a conversational tone that makes it a leisurely read."
—Jacqui Winship, director, Corporate Strategy and Business Development, Whirlpool Corporation

"Melanie Billings-Yun has produced an innovative, refreshing approach to negotiation based on her years of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship, not as merely a free-standing transaction. Beyond Dealmaking takes us beyond 'yes' to build the sort of trust that ensures success."
—Stephen Bosworth, dean, The Fletcher School of Law and Diplomacy, Tufts University

"Finally, a clear-eyed how-to book that understands that negotiation is not just about terms, but about people. Beyond Dealmaking shows us how to make lasting agreements based on understanding, fairness, and respect. Filled with fascinating stories of negotiations of every type, this is a book that everyone can learn from to improve their work and their lives—and maybe even ease the burden on our overloaded courts."
—Betty Roberts, arbitrator, mediator, and former Oregon Supreme Court Justice

"I am delighted to see a considered and sustainable approach to negotiation that understands that actions, words, and fairness have an impact that continues far beyond the signing of a deal."
—Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics

"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.

Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result.

Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively.

The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table.

Gain the Edge! will arm you with:

* Practical strategies to get the information you need before you sit down at the table
* Tactics to maximize your leverage when seemingly powerless
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy
* Ways to deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters

Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically.
Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.

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.
The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message.

What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.”

Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action.

From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).
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