Secrets of power negotiating :: inside secrets from a master negotiator /
"Master negotiator Roger Dawson shows you how to make the most of all of your negotiations in the second edition of Secrets of Power Negotiating." "This comprehensive text, based on Dawson's best-selling audio cassette program, shows readers how to win negotiations and leave the...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Franklin Lakes, NJ :
Career Press,
©1999.
|
| Ausgabe: | 2nd ed. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "Master negotiator Roger Dawson shows you how to make the most of all of your negotiations in the second edition of Secrets of Power Negotiating." "This comprehensive text, based on Dawson's best-selling audio cassette program, shows readers how to win negotiations and leave the other person feeling like he or she has actually won a key component of negotiations." "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 to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, tips to negotiating with people from foreign lands, understanding the other party and gaining the upper hand, negotiating drives, and analyses of different negotiating styles. Book jacket."--Jacket |
| Beschreibung: | 1 online resource (319 pages) |
| ISBN: | 058520148X 9780585201481 |
Internformat
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| 100 | 1 | |a Dawson, Roger, |d 1940- |1 https://id.oclc.org/worldcat/entity/E39PBJrWyxbxDmChFfB8fWc773 |0 http://id.loc.gov/authorities/names/n85019412 | |
| 245 | 1 | 0 | |a Secrets of power negotiating : |b inside secrets from a master negotiator / |c by Roger Dawson. |
| 246 | 3 | |a Inside secrets from a master negotiator | |
| 250 | |a 2nd ed. | ||
| 260 | |a Franklin Lakes, NJ : |b Career Press, |c ©1999. | ||
| 300 | |a 1 online resource (319 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 505 | 0 | 0 | |t Playing the Power Negotiating Game -- |t Beginning Negotiating Gambits: -- |t Ask for More Than You Expect to Get -- |t Never Say Yes to the First Offer -- |t Flinch at Proposals -- |t Avoid Confrontational Negotiation -- |t The Reluctant Seller and the Reluctant Buyer -- |t Use the Vise Technique -- |t Middle Negotiating Gambits: -- |t Handling the Person Who Has No Authority to Decide -- |t The Declining Value of Services -- |t Never Offer to Split the Difference -- |t Handling Impasses -- |t Handling Stalemates -- |t Handling Deadlocks -- |t Always Ask for a Trade-off -- |t Ending Negotiating Gambits: -- |t Good Guy/Bad Guy -- |t Nibbling -- |t How to Taper Concessions -- |t The Withdrawing an Offer Gambit -- |t Positioning for Easy Acceptance -- |t Unethical Negotiating Gambits -- |t The Decoy -- |t The Red Herring -- |t Cherry Picking -- |t The Deliberate Mistake -- |t The Default -- |t Escalation -- |t Planted Information -- |t Negotiating Principles -- |t Get the Other Side to Commit First -- |t Acting Dumb is Smart -- |t Don't Let the Other Side Write the Contract -- |t Read the Contract Every Time -- |t Funny Money -- |t People Believe What They See in Writing -- |t Concentrate on the Issues -- |t Always Congratulate the Other Side -- |t Resolving Tough Negotiating Problems -- |t The Art of Mediation -- |t The Art of Arbitration -- |t The Art of Conflict Resolution -- |t Negotiating Pressure Points -- |t Time Pressure -- |t Information Power -- |t Being Prepared to Walk Away -- |t Take It or Leave It -- |t The Fait Accompli -- |t The Hot Potato -- |t Ultimatums -- |t Negotiating With Non-Americans -- |t How Americans Negotiate. |
| 588 | 0 | |a Print version record. | |
| 520 | 1 | |a "Master negotiator Roger Dawson shows you how to make the most of all of your negotiations in the second edition of Secrets of Power Negotiating." "This comprehensive text, based on Dawson's best-selling audio cassette program, shows readers how to win negotiations and leave the other person feeling like he or she has actually won a key component of negotiations." "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 to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, tips to negotiating with people from foreign lands, understanding the other party and gaining the upper hand, negotiating drives, and analyses of different negotiating styles. Book jacket."--Jacket | |
| 546 | |a English. | ||
| 650 | 0 | |a Negotiation in business. |0 http://id.loc.gov/authorities/subjects/sh85090651 | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Negotiating. |2 bisacsh | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 650 | 7 | |a Management Styles & Communication. |2 hilcc | |
| 650 | 7 | |a Management. |2 hilcc | |
| 650 | 7 | |a Business & Economics. |2 hilcc | |
| 776 | 0 | 8 | |i Print version: |a Dawson, Roger, 1940- |t Secrets of power negotiating. |b 2nd ed. |d Franklin Lakes, NJ : Career Press, ©1999 |z 1564143996 |w (DLC) 99011389 |w (OCoLC)40610030 |
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Datensatz im Suchindex
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|---|---|
| _version_ | 1816881586341150720 |
| adam_text | |
| any_adam_object | |
| author | Dawson, Roger, 1940- |
| author_GND | http://id.loc.gov/authorities/names/n85019412 |
| author_facet | Dawson, Roger, 1940- |
| author_role | |
| author_sort | Dawson, Roger, 1940- |
| author_variant | r d rd |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HD58 |
| callnumber-raw | HD58.6 .D39 1999eb |
| callnumber-search | HD58.6 .D39 1999eb |
| callnumber-sort | HD 258.6 D39 41999EB |
| callnumber-subject | HD - Industries, Land Use, Labor |
| collection | ZDB-4-EBA |
| 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. |
| ctrlnum | (OCoLC)44959674 |
| dewey-full | 658.4/052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4/052 |
| dewey-search | 658.4/052 |
| dewey-sort | 3658.4 252 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2nd ed. |
| format | Electronic eBook |
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| id | ZDB-4-EBA-ocm44959674 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-27T13:15:04Z |
| institution | BVB |
| isbn | 058520148X 9780585201481 |
| language | English |
| lccn | 99011389 |
| oclc_num | 44959674 |
| open_access_boolean | |
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| publisher | Career Press, |
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| spelling | Dawson, Roger, 1940- https://id.oclc.org/worldcat/entity/E39PBJrWyxbxDmChFfB8fWc773 http://id.loc.gov/authorities/names/n85019412 Secrets of power negotiating : inside secrets from a master negotiator / by Roger Dawson. Inside secrets from a master negotiator 2nd ed. Franklin Lakes, NJ : Career Press, ©1999. 1 online resource (319 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier 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. Print version record. "Master negotiator Roger Dawson shows you how to make the most of all of your negotiations in the second edition of Secrets of Power Negotiating." "This comprehensive text, based on Dawson's best-selling audio cassette program, shows readers how to win negotiations and leave the other person feeling like he or she has actually won a key component of negotiations." "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 to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, tips to negotiating with people from foreign lands, understanding the other party and gaining the upper hand, negotiating drives, and analyses of different negotiating styles. Book jacket."--Jacket English. Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Négociations (Affaires) BUSINESS & ECONOMICS Negotiating. bisacsh Negotiation in business fast Management Styles & Communication. hilcc Management. hilcc Business & Economics. hilcc Print version: Dawson, Roger, 1940- Secrets of power negotiating. 2nd ed. Franklin Lakes, NJ : Career Press, ©1999 1564143996 (DLC) 99011389 (OCoLC)40610030 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25154 Volltext |
| spellingShingle | Dawson, Roger, 1940- Secrets of power negotiating : inside secrets from a master negotiator / 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. Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Négociations (Affaires) BUSINESS & ECONOMICS Negotiating. bisacsh Negotiation in business fast Management Styles & Communication. hilcc Management. hilcc Business & Economics. hilcc |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85090651 |
| title | Secrets of power negotiating : inside secrets from a master negotiator / |
| title_alt | Inside secrets from a master negotiator 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. |
| title_auth | Secrets of power negotiating : inside secrets from a master negotiator / |
| title_exact_search | Secrets of power negotiating : inside secrets from a master negotiator / |
| title_full | Secrets of power negotiating : inside secrets from a master negotiator / by Roger Dawson. |
| title_fullStr | Secrets of power negotiating : inside secrets from a master negotiator / by Roger Dawson. |
| title_full_unstemmed | Secrets of power negotiating : inside secrets from a master negotiator / by Roger Dawson. |
| title_short | Secrets of power negotiating : |
| title_sort | secrets of power negotiating inside secrets from a master negotiator |
| title_sub | inside secrets from a master negotiator / |
| topic | Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Négociations (Affaires) BUSINESS & ECONOMICS Negotiating. bisacsh Negotiation in business fast Management Styles & Communication. hilcc Management. hilcc Business & Economics. hilcc |
| topic_facet | Negotiation in business. Négociations (Affaires) BUSINESS & ECONOMICS Negotiating. Negotiation in business Management Styles & Communication. Management. Business & Economics. |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25154 |
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