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Secrets of Power Negotiating

de Roger Dawson

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Roger Dawson ?s Secrets of Power Negotiating has changed the way American business thinks about negotiating.
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This is probably the best negotiation book I've read. Great stories, good tips and an easy to read writing style ( )
  Dangraham | Jan 4, 2011 |
Book Description
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, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives. --This text refers to the Paperback edition.

Book Info
Presents strategies for becoming a winner at power negotiations, based on the author's cassette programs. Shows how to develop control over the ability to fulfill personal desires, with special tips for business owners, managers, and salespeople. Softcover. DLC: Negotiation in business. --This text refers to the Paperback edition.
You must read this if you negotiate in the real world, January 28, 2007
Reviewer: Ed Brodow (Monterey, CA) - See all my reviews
Roger Dawson is my competitor! That's right, I have taught negotiation to Microsoft, Starbucks, Goldman Sachs, and the Pentagon, and I have written three books on the subject (Negotiation Boot Camp is the latest). But I am compelled to acknowledge Mr. Dawson as one of the giants in the field. Secrets is must-read for anyone who is serious about refining their negotiating abilities. Not only does he know his subject, Dawson is an eloquent communicator who can make it come alive for you. It has been my honor to share the speaking platform with Mr. Dawson -- the audiences love him, and so do his readers. Take my advice and become one of them!

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0 of 1 people found the following review helpful:
Enjoyable!, November 12, 2006
Reviewer: L. C. Wong (Scottsdale, AZ USA) - See all my reviews
(REAL NAME)
I enjoyed listening to this CD. The narrator was very easy to listen to and was not your normal monotone narrating. Good information as well!! Highly recommended!!

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2 of 3 people found the following review helpful:
Wouldn't it be nice to know what people are using against you?, November 2, 2006
Reviewer: C. Hanburger (Apex, NC) - See all my reviews
(REAL NAME)
That's what this course offers....real world examples of negotiating tactics. I've been in sales for 10 years...after listening to this material from Roger Dawson I realized that I wasn't a good negotiator, I was a serial caver...I would give in on just about everything. This course teaches you the skills to get to a win win situation without having to cave on every point. It also helps you understand what people are trying to do to you during the negotiation and helps you overcome these points. Great material.

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Great negotiating, September 2, 2006
Reviewer: J. O'CONNELL (Haverhill, MA USA) - See all my reviews
(REAL NAME)
The book was very informative on power negotiating a must read for anybody

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0 of 2 people found the following review helpful:
Roget Dawson is one of the best, July 15, 2006
Reviewer: Iftekher Mahmud "IM" (NJ) - See all my reviews
(REAL NAME)
I have listened to many of audio cassettes on negotiations; but I just cannot get enough of Roget Dawson. He is GOOD!

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4 of 5 people found the following review helpful:
Good Points and Insights, May 26, 2006
Reviewer: Clovis "eqhammerkeg" (Chicago, Illinois United States) - See all my reviews
Roger Dawson's SECRET OF POWER NEGOTIATING does not necessarily contain any secrets about negotiations but good points on many and varied aspects of negotiations. The author correctly points out that negotations are simply crucial in life; we are constantly negotiating, whether we realize it or not. I am confident the book would proof useful for anyone interested in enhancing one's understanding of negotations and skills.

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.

--
Gambits
--
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.

--
Power Negotiator
--
A power negotiator must be prepared to walk-away from any negotiation if it no longer makes sense. Further, the characteristics of the power negotiator include: courage to probe and ask tough questions, patience, integrity (pursue win-win), sound listening skills, a toleration for ambiguity, and no strong need to be liked. The power negotiator believes in a win-win outcome and understands the other side is under pressure. Most importantly perhaps, a power negotiator focuses on issues.

--
Negotiation and Negotiators
--
The book covers how to prepare for negotiations, the processes of negotiation, and what to do subsequent a negotiation. The author points out the differences between an impasse (disagreement on a single issue), stalemate (negotiation but not progressing towards an end), and a deadlock (lack of progress lead to frustration and negotiation is not viable). The author also discusses how to resolve each of the above.

The author adequately explains different sources of power that people hold, from legitimate power to charismatic power. Further, the author discusses several negotiating styles, primarily based on assertiveness and emotion. The author goes into depth on their flaws and their strengths. The book also covers the different negotiating styles of different cultures, which I really enjoyed reading.

--
CONCLUSION
--
As a total, I think the book is beneficial and worth reading. I deducted one star because I do not believe the book reads all that well; i.e., there is a lack of flow to the book. However, I hope that does not discourage anyone from reading the book, particularly those whom need to enhance their understanding of negotations, the process, and techniques. I would also like to mention that the author suggests correctly to never gloat subsequent a negotiation. Once a negotiation is consummated, you should always congratulate the other side. Learn the other side's true interests, and always help them fulfill that interest but not necessarily at your expense.

I hope the above review was useful for you,
Clovis

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4 of 5 people found the following review helpful:
Good, March 1, 2006
Reviewer: qwerty - See all my reviews
Worth while having a listen to, but I must also recommend the following book:

Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell

to help you fill in the gaps.

These two used inconjunction with each other will give you an edge in negotiating in bussines and life.

(hope this makes sense I cannot see what I amm typing)

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3 of 4 people found the following review helpful:
Cut the bs. Concise, practical knowledge for life., January 29, 2006
Reviewer: David Castro - See all my reviews
(REAL NAME)
If you want to learn about negotiation you will have to read books by Fisher and Ury, Herb Cohen, Richard Shell, Jim Camp, and many others. Dawson gives you great advice not just for business, but for life. Simple, useful and effective "gambits" that will make your life easier and your wallet thicker. Seriously, buy it and read it many times. This book is one of my best investments.

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3 of 3 people found the following review helpful:
Negotiate a Win-Win, January 26, 2006
Reviewer: Louise McCauley (Chicago, IL) - See all my reviews
Negotiating effectively depends upon having some knowledge of Psychology, the Personality of the Buyer, and a Strategy to tie it all together. The easiest way to improve profits is to negotiate better with your suppliers, fostering win-win negotiations. This is easier than improving market share, developing new products or improving efficiency with expensive changes to the business. Dawson has provided rules and gambits for opening a negotiation, tactics to use and watch out for during a negotiation and closing gambits that make it possible for everyone to leave the table feeling like they've won. He has also included hints and tips to make your products and services appear more valuable, and to help you cope with the intimidating or subtle tactics of your opponent. Finally, he has created personality types that help you to identify how your opponent operates and what you can do to negotiate successfully with them.

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4 of 5 people found the following review helpful:
Some good ideas, but a lightweight among negotation books, January 25, 2006
Reviewer: A Reader from Chicago (Chicago, IL USA) - See all my reviews
The book does have a lot of great ideas, but flits from idea to idea and lacks the intelligence that is found in serious negotiating books.

On the back cover of the paperback version, you see it is recommended by other "success" authors and speakers, not anyone from business nor government.

Dawson's book is like a bunch of recipes, and recipes alone will not make one a great cook. Parts of it come off like his opinion, or like he is preaching. The stories are often weak for the point he is trying to make.

"Getting to Yes" is a classic negotiating book--and very intelligently written. As is "Effective Negotiation" by Bernard A. Ramundo. Both of these books are written by people who have been involved in preparing or assisting world-class level players in negotiations. There are quite a few other books out there that are more serious works than Dawson's book as well.

* * * * (Update, I was originally jumping around in the book and based on that I did my initial review, but now see that he does have some quite powerful material in the book, so was going to upgrade my rating to 4 stars, but that is not an editing option here. But the quality of the content is not consistent.)
  forty_plus | Mar 5, 2007 |
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