The Resource Secrets of power negotiating : inside secrets from a master negotiator, by Roger Dawson, (ebook)

Secrets of power negotiating : inside secrets from a master negotiator, by Roger Dawson, (ebook)

Label
Secrets of power negotiating : inside secrets from a master negotiator
Title
Secrets of power negotiating
Title remainder
inside secrets from a master negotiator
Statement of responsibility
by Roger Dawson
Title variation
Inside secrets from a master negotiator
Creator
Contributor
Subject
Genre
Language
eng
Cataloging source
N$T
http://library.link/vocab/creatorDate
1940-
http://library.link/vocab/creatorName
Dawson, Roger
Dewey number
658.4/052
Index
index present
LC call number
HD58.6
LC item number
.D39 1999eb
Literary form
non fiction
Nature of contents
standards specifications
http://library.link/vocab/relatedWorkOrContributorName
EBSCO Publishing (Firm)
http://library.link/vocab/subjectName
Negotiation in business
Label
Secrets of power negotiating : inside secrets from a master negotiator, by Roger Dawson, (ebook)
Link
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=25154
Instantiates
Publication
Color
multicolored
Contents
  • 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
  • Playing the Power Negotiating Game
  • 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
  • Beginning Negotiating Gambits:
  • 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
  • Ask for More Than You Expect to Get
  • 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
  • Never Say Yes to the First Offer
  • The Fait Accompli
  • The Hot Potato
  • Ultimatums
  • Negotiating With Non-Americans
  • How Americans Negotiate
  • Flinch at Proposals
  • Avoid Confrontational Negotiation
  • The Reluctant Seller and the Reluctant Buyer
  • Use the Vise Technique
Dimensions
unknown
Edition
2nd ed.
Extent
1 online resource (319 p.)
Form of item
online
Isbn
9780585201481
Isbn Type
(electronic bk.)
Specific material designation
remote
System control number
  • ocm44959674
  • (OCoLC)44959674
Label
Secrets of power negotiating : inside secrets from a master negotiator, by Roger Dawson, (ebook)
Link
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=25154
Publication
Color
multicolored
Contents
  • 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
  • Playing the Power Negotiating Game
  • 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
  • Beginning Negotiating Gambits:
  • 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
  • Ask for More Than You Expect to Get
  • 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
  • Never Say Yes to the First Offer
  • The Fait Accompli
  • The Hot Potato
  • Ultimatums
  • Negotiating With Non-Americans
  • How Americans Negotiate
  • Flinch at Proposals
  • Avoid Confrontational Negotiation
  • The Reluctant Seller and the Reluctant Buyer
  • Use the Vise Technique
Dimensions
unknown
Edition
2nd ed.
Extent
1 online resource (319 p.)
Form of item
online
Isbn
9780585201481
Isbn Type
(electronic bk.)
Specific material designation
remote
System control number
  • ocm44959674
  • (OCoLC)44959674

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