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Secrets of power negotiating : inside secrets from a master negotiator

Author: Roger Dawson
Publisher: Franklin Lakes, NJ : Career Press, ©1999.
Edition/Format:   eBook : Document : English : 2nd edView all editions and formats
Database:WorldCat
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Dawson, Roger, 1940-
Secrets of power negotiating.
Franklin Lakes, NJ : Career Press, ©1999
(DLC) 99011389
(OCoLC)40610030
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Roger Dawson
ISBN: 058520148X 9780585201481
OCLC Number: 44959674
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.
Other Titles: Inside secrets from a master negotiator
Responsibility: by Roger Dawson.

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