You are previewing Secrets of Power Negotiating: 15th Anniversary Edition.
O'Reilly logo
Secrets of Power Negotiating: 15th Anniversary Edition

Book Description

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.

"Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves." —Ron Fry, author of 101 Great Answers to the Toughest Interview Questions.

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 U.S., 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.

Table of Contents

  1. Cover
  2. Table of Contents
  3. Title Page
  4. Dedication
  5. Introduction
  6. Section One - Playing the Power Negotiating Game
    1. Chapter 1 - Ask for More Than You Expect to Get
      1. Bracketing
    2. Chapter 2 - Never Say Yes to the First Offer
      1. Something Must Be Wrong
    3. Chapter 3 - Flinch at Proposals
    4. Chapter 4 - Avoid Confrontational Negotiation
    5. Chapter 5 - The Reluctant Seller and the Reluctant Buyer
    6. Chapter 6 - Use the Vise Technique
    7. Chapter 7 - Handling the Person Who Has No Authority to Decide
      1. The Other Side Loves to Use Higher Authority
      2. The Counter Gambits to Higher Authority
    8. Chapter 8 - The Declining Value of Services
    9. Chapter 9 - Never Offer to Split the Difference
    10. Chapter 10 - Handling Impasses
    11. Chapter 11 - Handling Stalemates
    12. Chapter 12 - Handling Deadlocks
    13. Chapter 13 - Always Ask for a Trade-Off
    14. Chapter 14 - Good Guy/Bad Guy
      1. Counter Gambits to Good Guy/Bad Guy
    15. Chapter 15 - Nibbling
      1. Look Out for People Nibbling on You
      2. Prevent the Other Side From Nibbling on You
      3. Preventing Post-Negotiation Nibbles
    16. Chapter 16 - How to Taper Concessions
    17. Chapter 17 - The Withdrawing an Offer Gambit
    18. Chapter 18 - Positioning for Easy Acceptance
    19. Chapter 19 - The Decoy
    20. Chapter 20 - The Red Herring
    21. Chapter 21 - Cherry picking
      1. Buyers Love Cherry Picking--Sellers Hate It
    22. Chapter 22 - The Deliberate Mistake
    23. Chapter 23 - The Default
    24. Chapter 24 - Escalation
    25. Chapter 25 - Planted Information
    26. Chapter 26 - Get the Other Side to Commit First
    27. Chapter 27 - Acting Dumb Is Smart
    28. Chapter 28 - Don't Let the Other Side Write the Contract
    29. Chapter 29 - Read the Contract Every Time
    30. Chapter 30 - Funny Money
    31. Chapter 31 - People Believe What They See in Writing
    32. Chapter 32 - Concentrate on the Issues
    33. Chapter 33 - Always Congratulate the Other Side
  7. Section Two - Resolving Tough Negotiating Problems
    1. Chapter 34 - The Art of Mediation
      1. The Importance of Mediation
      2. Why Mediation Works
      3. The Mediator Perceived as Neutral Is Important
      4. The Process of Mediation
      5. Initial Contact With the Parties
      6. First Private Meeting
      7. Second Private Meeting
      8. Resolution Stage
    2. Chapter 35 - The Art of Arbitration
      1. Setting Up the Arbitration
      2. Neutrality of the Arbitrators
      3. Preliminary Meeting
      4. Exchange of Information Prior to the First Hearing
      5. The Arbitration Hearing
      6. Conduct of the Arbitrator
      7. An Important Difference Between Arbitration and Litigation
      8. Rendering an Award
      9. After the Award
    3. Chapter 36 - The Art of Conflict Resolution
  8. Section Three - Negotiating Pressure Points
    1. Chapter 37 - Time Pressure
      1. Tie Up All the Details Up Front
      2. People Become Flexible Under Time Pressure
      3. As Negotiations Drag on, People Become More Flexible
      4. Acceptance Time
    2. Chapter 38 - Information power
      1. Rule 1: Don't Be Afraid to Admit That You Don't Know
      2. Rule 2: Don't Be Afraid to Ask the Question
      3. Rule 3: Ask Open-Ended Questions
      4. Rule 4: Where You Ask the Question Makes a Big Difference
      5. Rule 5: Ask Other People--Not With Whom You'll Negotiate
      6. Rule 6: Ask Questions for Reasons, Not Gathering Information
    3. Chapter 39 - Being Prepared to Walk Away
      1. Developing Walk-Away Power
      2. How to Project Walk-Away Power
    4. Chapter 40 - Take It or Leave It
      1. Responding to Take It or Leave It
    5. Chapter 41 - The Fait Accompli
    6. Chapter 42 - The Hot Potato
    7. Chapter 43 - Ultimatums
  9. Section Four - Negotiating With Non-Americans
    1. Chapter 44 - How Americans Negotiate
      1. The American Art of the Deal
      2. High-Context vs. Low-Context Negotiations
      3. Getting Down to Business With Non-Americans
    2. Chapter 45 - How to Do Business With Americans: A Guide for Non-Americans
      1. Americans Are Very Succinct
      2. Americans Answer Questions With One Word
      3. Americans Talk in Idioms
      4. Americans Are Very Patriotic
      5. The American Class System
      6. Religion in America
      7. The Frontier Mentality
      8. Time Is Money to Americans
      9. The Opinionated American
      10. The Friendly American
      11. Business Cards
      12. Tipping in America
      13. The Diverse Population of America
      14. The Self-Reliant American
      15. A Final Word About Americans
    3. Chapter 46 - Negotiating Characteristics of Americans
      1. Americans Tend to Be Very Direct in Our Communications
      2. Americans Resist Making Outrageous Initial Demands
      3. Americans Are More Likely to Negotiate Alone
      4. Americans Are Uncomfortable With Emotional Displays
      5. Americans Expect Short-Term Profits
      6. Americans Are Less Likely to Speak a Foreign Language
      7. Americans Are Not World Travelers
      8. Americans Are Uncomfortable With Silence
      9. Americans Hate to Admit That We Don't Know
    4. Chapter 47 - Negotiating Characteristics of Non-Americans
      1. English People
      2. French People
      3. German People
      4. Asian People
      5. Russian People
      6. Middle Eastern People
  10. Section Five - Understanding the Players
    1. Chapter 48 - Body Language: How to Read People
      1. Why It's Better to Negotiate Face-to-Face
      2. The Handshake
      3. Where to Sit at a Conference
      4. When to Get Down to Business
      5. Eye Blink Rate
      6. Watch for the Head Tilt
      7. When the Hand Goes to the Head
      8. Keep Your Eyes on the Hands
      9. What Eyeglass Wearers Can Tell You
      10. Proxemics Is the Study of Personal Space
    2. Chapter 49 - Hidden Meanings in Conversation
      1. Opposites
      2. Throwaways
      3. Legitimizers
      4. Justifiers
      5. Erasers
      6. Deceptions
      7. Preparers
      8. Exaggerations
      9. Trial Balloons
      10. Neuro-Linguistic Orientation
    3. Chapter 50 - The Personal Characteristics of a Power Negotiator
      1. The Courage to Probe for More Information
      2. The Patience to Outlast the Other Negotiator
      3. The Courage to Ask for More
      4. The Integrity to Press for a Win-Win Solution
      5. The Willingness to Be a Good Listener
    4. Chapter 51 - The Attitudes of a Power Negotiator
      1. The Willingness to Live With Ambiguity
      2. Be Resilient
      3. A Competitive Spirit
      4. Don't Be Conflict-Averse
    5. Chapter 52 - The Beliefs of a Power Negotiator
      1. Negotiating Is Always a Two-Way Affair
      2. Negotiating Is Played by a Set of Rules
      3. "No" Is Simply an Opening Negotiating Position
  11. Section Six - Developing Power Over the Other Side
    1. Chapter 53 - Legitimate Power
      1. Other Forms of Legitimate Power
      2. Legitimate Power as an Intimidation Factor
      3. Some Titles Don't Mean a Thing
    2. Chapter 54 - Reward Power
      1. Reward Power as an Intimidation Factor
    3. Chapter 55 - Coercive Power
    4. Chapter 56 - Reverent Power
      1. Reverent Power as an Intimidating Factor
    5. Chapter 57 - Charismatic Power
      1. Charismatic Power as an Intimidating Factor
    6. Chapter 58 - Expertise Power
      1. Expertise Power as an Intimidating Factor
    7. Chapter 59 - Situation Power
    8. Chapter 60 - Information Power
      1. Information Power as an Intimation Factor
    9. Chapter 61 - Combinations of Power
    10. Chapter 62 - Other Forms of Power
      1. The Power of Risk Sharing
      2. The Power of Confusion
      3. The Power of Communicating Options
    11. Chapter 63 - Negotiating Drives
      1. The Competitive Drive
      2. The Solutional Drive
      3. The Personal Drive
      4. The Organizational Drive
      5. The Attitudinal Drive
    12. Chapter 64 - Win-Win Negotiating
      1. Rule 1 of Win-Win Negotiating
      2. Rule 2 of Win-Win Negotiating
      3. Rule 3 of Win-Win Negotiating
      4. Rule 4 of Win - Win Negotiating
  12. Conclusion
  13. About the Author
  14. Audio CD and Video Programs
  15. Copyright Page