Roger Dawson

Secrets of Power Negotiating

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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,…

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675 printed pages
Publication year
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  • Daniel Bunkovhas quoted6 years ago
    What you say in the first few moments of a negotiation often sets the climate of the negotiation
  • Daniel Bunkovhas quoted6 years ago
    Let’s recap the reasons for asking for more than you expect to get:
  • Daniel Bunkovhas quoted6 years ago
    I find that most people want the same thing from a negotiation: They want a fair deal for both sides. They want to use their new negotiating skills to improve their position. They want to be skilled enough to stop the other side from taking advantage of them.

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