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Secrets of Power Negotiating: 15th Anniversary Edition (Inside Secrets from a Master Negotiator) Kindle Edition
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Top Customer Reviews
However, this book is not sufficient in and of itself. G Richard Shell's "Bargaining & Advantage" is needed to get the perspective needed to avoid shooting one's self in the foot -- all the way up to the knee.
On the other hand, Dawson's presentation of the tricks is much more clear and compelling than Shell's. Get 'em both.
The book as a total is organized fairly well, and the author discusses gambits employed in negotiations to techniques used to understand the other side. It is very important to point out that the author believes in "win-win negotiations." That is, it is critical for a negotiator to determine what truly interests the other side and explore how that interest can be met.
A few techniques the author suggests using include but are not limited to:
(1) asking for more than you expect to get, (2) flinch at proposals, (3) play reluctant, (4) use the "vise technique," (5) reference higher authority, (6) never make a concession without the other side reciprocating, and (7) taper down concessions.
It is important to note that the author explores how you should counter such techniques if the other side uses them.
The author also touches on many important additional topics in the book on business, psychology, and other disciplines that relate to negotiations. I found it particularly useful how the author mentioned that the value of services diminish over time. If you are in the service industry, negotiate and settle on a fee prior to delivery/performance.Read more ›
The book is divided into seven sections. The first section is on negotiating gambits and principles. Negotiating gambits include the common reluctant buyer/reluctant seller, handling impasses, nibbling, positioning for easy acceptance and well as many, many others including unethical ones like the red herring. The second section is on how to resolve tough negotiating problems. The third section covers how to use pressure points in negotiation. Then comes negotiating with non-Americans followed by attitudes and beliefs of a power negotiator. Section six covers developing power over the other side and section seven covers the various drives that motivate people in a negotiation.
Simply one of the best books on negotiation, it is a highly recommended read and should be kept near at hand for the occasional review whether to assist you in dealing with the car salesman, the children, or anyone else you deal with.
Most Recent Customer Reviews
Roger Dawson is an amazing storyteller with a voice that makes you want to press rewind (if you also own the audio version of this book – like me!). Read morePublished 1 month ago by Claudia
Dawson is a master of organization backed up with examples. Listening to him, it is easy to tell he's spent his lifetime doing this. Read morePublished 1 month ago by Camerons
Bought for a college course in negotiations. A lot of the tips seemed common sense but other things were very helpful.Published 2 months ago by Alena Manzini
Just one of the best sources on negotiation. I used one tip from this to save my buddy 50% of his budget hiring someone for a project. 50%!!! From 1 single tip. Read morePublished 2 months ago by Dread Llama
Simply Remarkable. Everyone should read this book, because it would make life simply better by helping to deal better with conflict. Read morePublished 3 months ago by Mikhail Baynes
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