Advanced Negotiation Techniques Summary

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Advanced Negotiation Techniques

Author : Steve Hay
Publisher : Apress
ISBN 13 : 1484208501
Total Pages : 163 pages
Book Rating : 4.4/5 (842 download)

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Book Synopsis Advanced Negotiation Techniques by : Steve Hay

Download or read book Advanced Negotiation Techniques written by Steve Hay and published by Apress. This book was released on 2015-02-19 with total page 163 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether—for instance, in such areas as international diplomatic services, including hostage and kidnap situations. As you’ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn: The ten golden rules for successful negotiations How to handle conflicts with your negotiating partners What hostage and kidnapping negotiations can teach managers negotiating in business settings How to ensure both sides perceive any agreement as a "win" Achieve higher-profit deals in difficult circumstances In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Advanced Negotiation Techniques : [Summary].

Author :
Publisher :
ISBN 13 :
Total Pages : 8 pages
Book Rating : 4.:/5 (18 download)

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Book Synopsis Advanced Negotiation Techniques : [Summary]. by :

Download or read book Advanced Negotiation Techniques : [Summary]. written by and published by . This book was released on 2017 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Ten Cardinal Secrets for Mastering the Art of Negotiation

Author : James Edwards
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.8/5 (844 download)

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Book Synopsis Ten Cardinal Secrets for Mastering the Art of Negotiation by : James Edwards

Download or read book Ten Cardinal Secrets for Mastering the Art of Negotiation written by James Edwards and published by Independently Published. This book was released on 2024-03-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book 'TEN CARDINAL SECRETS FOR MASTERING THE ART OF NEGOTIATION: Understanding Advanced Negotiation Techniques That Really Work' is a short and thorough description of how every man and woman can become an expert in the art of negotiation through understanding advanced negotiation techniques that really work. It is not cluttered with unnecessary theories but delves straight into practical procedures that every individual can adopt to master the art of negotiation for success in everyday living, both in personal and business life. The entire book was written in ten chapters and forty-seven pages, revealing advanced negotiation techniques that really work for mastering the art of negotiation. The first chapter revealed in four pages the secret of preparation, including investigating your counterparty, clearly defining your objectives and goals, and formulating an approach. The second chapter revealed in four pages the secret of mastering communication skills, including four useful active listening techniques, four relevant aspects of potent verbal and nonverbal communication, and four strategies for developing a good connection during negotiation. The third chapter revealed in four pages the secret of developing emotional intelligence, including the three relevant steps to acknowledging and controlling your emotions, the three relevant steps to developing empathy, and the three relevant steps to identifying and controlling emotional triggers. The fourth chapter revealed in four pages the secret of understanding and utilizing power dynamics, including the four different types of power in negotiation, the four guidelines for utilizing power ethically in negotiation, and the six potent strategies for balancing power in negotiations. The fifth chapter revealed in four pages the secret of generating win-win solutions, including the three techniques for developing cooperative problem-solving in negotiations, and the three ways for discovering an area of agreement in negotiations. The sixth chapter revealed in four pages the secret of negotiating with confidence, including the six techniques for getting rid of fear and anxiety during negotiations, and the six ways of managing high-stress situations in negotiations. The seventh chapter revealed in four pages the secret of mastering the art of persuasion, including the five elements of influence tactics, the five techniques for using words that persuade, and the five strategies for initiating a strong argument. The eighth chapter revealed in three pages the secret of handling stalemate in negotiations, including the five typical difficulties in the negotiation process, the five strategies for overcoming stalemates in negotiations, and the five strategies to keep the motion of negotiation ongoing. The ninth chapter revealed in four pages the secret of negotiating in cross-cultural circumstances, including the four major ways that cultural differences affect negotiations, the four major ways of adopting communication styles to different cultures for effective negotiation, and the four major ways of developing cultural intelligence for effective negotiation. And, finally, the tenth chapter reveals in four pages the secret of acquiring knowledge from every negotiation, including how to contemplate your negotiation skills continually for improvement, five ways of absorbing wisdom from every negotiation, and the four strategies for applying the knowledge you acquired from negotiations to future negotiations. If you are determined to enjoy the personal and business success that comes from mastering the art of negotiation through understanding advanced negotiation techniques that really work, this book 'TEN CARDINAL SECRETS FOR MASTERING THE ART OF NEGOTIATION: Understanding Advanced Negotiation Techniques That Really Work' will prove to be an invaluable guide for you.

Negotiating for Success: Essential Strategies and Skills

Author : George J. Siedel
Publisher : Van Rye Publishing, LLC
ISBN 13 : 0990367126
Total Pages : 159 pages
Book Rating : 4.9/5 (93 download)

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Book Synopsis Negotiating for Success: Essential Strategies and Skills by : George J. Siedel

Download or read book Negotiating for Success: Essential Strategies and Skills written by George J. Siedel and published by Van Rye Publishing, LLC. This book was released on 2014-10-04 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

The Art of Negotiation

Author : Michael Wheeler
Publisher : Simon and Schuster
ISBN 13 : 1451690444
Total Pages : 320 pages
Book Rating : 4.4/5 (516 download)

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Book Synopsis The Art of Negotiation by : Michael Wheeler

Download or read book The Art of Negotiation written by Michael Wheeler and published by Simon and Schuster. This book was released on 2013-10-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

Bargaining for Advantage

Author : G. Richard Shell
Publisher :
ISBN 13 : 9780140289312
Total Pages : 286 pages
Book Rating : 4.2/5 (893 download)

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Book Synopsis Bargaining for Advantage by : G. Richard Shell

Download or read book Bargaining for Advantage written by G. Richard Shell and published by . This book was released on 2001 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

How To Negotiate

Author : Christopher Copper-Ind
Publisher : Pan Macmillan
ISBN 13 : 1509814647
Total Pages : 145 pages
Book Rating : 4.5/5 (98 download)

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Book Synopsis How To Negotiate by : Christopher Copper-Ind

Download or read book How To Negotiate written by Christopher Copper-Ind and published by Pan Macmillan. This book was released on 2019-03-07 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is such a familiar part of our everyday lives that we often fail to recognize it’s even happening, let alone identify the power battles and psychological warfare it entails. In our busy everyday lives, we seldom pause to reflect that negotiating is, in fact, a complex and strategic mind game. In How To Negotiate, Christopher Copper-Ind shows the inner workings of all types of negotiations, from the mundane division of household chores to pay rises and high-powered business deals. By understanding the psychology and essential skills involved, you'll be able to bring enviable insight to your own negotiations going forward giving you the confidence to succeed.

3-d Negotiation

Author : David A. Lax
Publisher : Harvard Business Press
ISBN 13 : 1422143449
Total Pages : 304 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis 3-d Negotiation by : David A. Lax

Download or read book 3-d Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006-08-24 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Ask For It

Author : Linda Babcock
Publisher : Bantam
ISBN 13 : 0553384554
Total Pages : 339 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Ask For It by : Linda Babcock

Download or read book Ask For It written by Linda Babcock and published by Bantam. This book was released on 2009-01-27 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.

Master of Negotiation

Author : Ray Goodwin
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.8/5 (529 download)

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Book Synopsis Master of Negotiation by : Ray Goodwin

Download or read book Master of Negotiation written by Ray Goodwin and published by Independently Published. This book was released on 2023-07-20 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master of Negotiation offers a comprehensive guide to negotiating effectively in any situation. With real-life examples from successful negotiators, this book explores the different types of negotiation and key principles for achieving positive outcomes. This book covers topics such as understanding oneself, pre-negotiation preparation, communication skills, bargaining techniques, ethics, team negotiation, and negotiating in different contexts. The book also includes advanced negotiation techniques and case studies for analysis. Featuring practical advice, this guide is the ultimate resource for anyone looking to improve their negotiation skills.

Bare Knuckle Negotiating

Author : Simon Hazeldine
Publisher : Cabal Group Limited
ISBN 13 : 1905430140
Total Pages : 128 pages
Book Rating : 4.9/5 (54 download)

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Book Synopsis Bare Knuckle Negotiating by : Simon Hazeldine

Download or read book Bare Knuckle Negotiating written by Simon Hazeldine and published by Cabal Group Limited. This book was released on 2006-04 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by a veteran salesman and negotiator with a track record spanning millions of pounds in sealed deals, this book draws on the most advanced techniques used today by elite negotiators and professional influencers.

Never Lose Again

Author : Steven Babitsky
Publisher : Macmillan
ISBN 13 : 1429975857
Total Pages : 320 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis Never Lose Again by : Steven Babitsky

Download or read book Never Lose Again written by Steven Babitsky and published by Macmillan. This book was released on 2011-01-04 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Most Practical Book on Negotiating Ever Written Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that. Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations. No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.

Never Split the Difference

Author : Chris Voss
Publisher : HarperCollins
ISBN 13 : 0062407813
Total Pages : 203 pages
Book Rating : 4.0/5 (624 download)

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Book Synopsis Never Split the Difference by : Chris Voss

Download or read book Never Split the Difference written by Chris Voss and published by HarperCollins. This book was released on 2016-05-17 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Conflict, Negotiation and Perspective Taking

Author : Sandra Pineda de Forsberg
Publisher : Cambridge Scholars Publishing
ISBN 13 : 1527574393
Total Pages : 150 pages
Book Rating : 4.5/5 (275 download)

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Book Synopsis Conflict, Negotiation and Perspective Taking by : Sandra Pineda de Forsberg

Download or read book Conflict, Negotiation and Perspective Taking written by Sandra Pineda de Forsberg and published by Cambridge Scholars Publishing. This book was released on 2021-09-02 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a world where conflicts are commonplace and almost unavoidable, negotiation is recommended as the preferred approach for productively handling the outcomes of disputes. In addition, negotiation is recognized as an enabler of a constructive, grounded attitude toward conflict. This book advocates that perspective-taking is a superior competency to effectively understand the points of view of others, as well as a means to create a beneficial outcome to a conflict, attain sustainable business and solutions, and develop healthier relationships. The three central themes presented in this book: conflict, negotiation, and interpersonal perspective-taking, provide different important insights into the handling of disputes and the practice of negotiation. In-depth understanding of these themes enables the negotiator to forge a “three-dimensional” instrument for effective conflict management. The concept of conflict is first introduced, followed by an examination of the negotiation process, including negotiation strategies, negotiation phases, negotiation competencies, and styles. Considerable attention is then paid to interpersonal perspective-taking and its critical role in successful interpersonal negotiation strategies, before a theoretical discussion on negotiation research models concludes the book. The intent throughout this book is to empower the reader to make the best of every conflict situation and contribute to harmonious and respectful working environments. Every individual, employee, and leader is encouraged to become a proficient negotiator who seeks mutually productive and successful results. The mutual wins require careful consideration of the other’s perspective and interests. Although this work primarily addresses professional contexts, the principles and their applications are also highly useful for everyday situations.

Gain the Edge!

Author : Martin Latz
Publisher : St. Martin's Press
ISBN 13 : 1429988800
Total Pages : 388 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis Gain the Edge! by : Martin Latz

Download or read book Gain the Edge! written by Martin Latz and published by St. Martin's Press. This book was released on 2004-05-10 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." --Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge. Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result. Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively. The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table. Gain the Edge! will arm you with: * Practical strategies to get the information you need before you sit down at the table * Tactics to maximize your leverage when seemingly powerless * Secrets to success in emotionally charged negotiations * A step-by-step system to design the most effective offer-concession strategy * Ways to deal with different personality types, ethics, and negotiation "games" * Specific advice on how to negotiate for your next salary, car, or house * Negotiating tips for other business and personal matters Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically. Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.

Summary of Secrets of Power Negotiating by Roger Dawson:25th Anniversary Edition

Author : thomas francis
Publisher : BookSummaryGr
ISBN 13 :
Total Pages : 29 pages
Book Rating : 4.2/5 (23 download)

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Book Synopsis Summary of Secrets of Power Negotiating by Roger Dawson:25th Anniversary Edition by : thomas francis

Download or read book Summary of Secrets of Power Negotiating by Roger Dawson:25th Anniversary Edition written by thomas francis and published by BookSummaryGr. This book was released on 2024-07-25 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: Secrets of Power Negotiating In the intricate dance of human interaction, negotiation is the invisible thread that binds us. Whether we are aware of it or not, negotiation permeates every facet of our lives, from the mundane to the monumental. This 25th Anniversary Edition of Secrets of Power Negotiating by Roger Dawson delves into the art and science of negotiation, offering insights that are as relevant today as they were a quarter of a century ago. As we embark on this journey, we will uncover the subtle nuances and powerful techniques that transform negotiations into opportunities for success.