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Book Cover
Author Dawson, Roger, 1940-

Title Secrets of power negotiating : inside secrets from a master negotiator / by Roger Dawson
Edition Second edition
Published Franklin Lakes, NJ : Career Press, [1999]
Online access available from:
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Description 1 online resource (319 pages)
Contents Playing the Power Negotiating Game -- Beginning Negotiating Gambits: -- Ask for More Than You Expect to Get -- Never Say Yes to the First Offer -- Flinch at Proposals -- Avoid Confrontational Negotiation -- The Reluctant Seller and the Reluctant Buyer -- Use the Vise Technique -- Middle Negotiating Gambits: -- Handling the Person Who Has No Authority to Decide -- The Declining Value of Services -- Never Offer to Split the Difference -- Handling Impasses -- Handling Stalemates -- Handling Deadlocks -- Always Ask for a Trade-off -- Ending Negotiating Gambits: -- Good Guy/Bad Guy -- Nibbling -- How to Taper Concessions -- The Withdrawing an Offer Gambit -- Positioning for Easy Acceptance -- Unethical Negotiating Gambits -- The Decoy -- The Red Herring -- Cherry Picking -- The Deliberate Mistake -- The Default -- Escalation -- Planted Information -- Negotiating Principles -- Get the Other Side to Commit First -- Acting Dumb is Smart -- Don't Let the Other Side Write the Contract -- Read the Contract Every Time -- Funny Money -- People Believe What They See in Writing -- Concentrate on the Issues -- Always Congratulate the Other Side -- Resolving Tough Negotiating Problems -- The Art of Mediation -- The Art of Arbitration -- The Art of Conflict Resolution -- Negotiating Pressure Points -- Time Pressure -- Information Power -- Being Prepared to Walk Away -- Take It or Leave It -- The Fait Accompli -- The Hot Potato -- Ultimatums -- Negotiating With Non-Americans -- How Americans Negotiate
Notes Print version record
Subject Negotiation in business.
Form Electronic book
ISBN 058520148X (electronic bk.)
9780585201481 (electronic bk.)
Other Titles Inside secrets from a master negotiator