BK9: Secrets Power Negotiating

Isi Kandungan

1. What is Power Negitiating Game
2. Ask for More Than You Expect to Get
3. Never Say Yes to The First Offer
4. Flich at Proposal
5. Avoid Confrontational Negotiation
6. The Reluctant Seller and The Reluctant Buyer
7. Use the Vise Technique
8. Handling the Person Who Has No Authority to Decide
9. The Declining Value of Service
10. Never Offer to Split the Difference
11. Handling Impasses
12. Handling Stalemates
13. Handling Deadlocks
14. Always Ask for a Trade-off
15. Good Guy/Bad Guy
16. Nibling
17. How to Taper Concessions
18. The Withdrawing an Offer Gambit
19. Positioning for Easy Acceptance
20. The Decoy
21. The Red Herring
22. Cherry Picking
23. The Deliberate Mistake
24. The Default
25. Escalation
26. Planted Information
27. Get The Other Side to Commit First
28. Acting Dumb is Smart
29. Dont Let the Other Side Write the Contract
30. Read the Contract Every Time
31. Funny Money
32. People Believe What They see inWriting
33. Concentrate on the Issue
34. Always Congratulate the Other Side
35. The Art of Mediation
36. The Art of Arbitration
37. The Art of Conflict Resolution
38. Time Pressure
39. Information Power
40. Being Prepared to Walk Away
41. Take it or Leave It
42. The Fait Accompli
43. The Hot Potato
44. Ultimatums
45. How Amerika Negotiate
46. How to do Business with Americans
47. Negotiating Characteristics of Americans
48. Negotiating Characteristics of Non-Americans
49. The Personal Characteristics of a Power Negotiator
50. The Attitiudes of Power Negotiator
51. The Belief of a Power Negotiator
52. Legitimate Power
53. Reward Power
54. Coercive Power
55. Reverent Power
56. Charismatic Power
57. Expertise Power
58. Situation Power
59. Information Power
60. Combination of Power
61. Other Form of Power
62. The Power of Crazy
63. The Competitive Drive
64. The Solutional Drive
65. The Personal Drive
66. The Organizational Drive
67. The Attitudinal Drive
68 Win-Win Power Negotiating

ROGER DAWSON
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