Table of Contents
Introduction: What Is Power Negotiating" 9
Section 1 Playing the Power Negotiating Game 13
Beginning Negotiating Gambits 15
Chapter 1 Ask for More Than You Expect to Get 16
Chapter 2 Never Say Yes to the First Offer 26
Chapter 3 Flinch at Proposals 32
Chapter 4 Avoid Confrontational Negotiation 36
Chapter 5 The Reluctant Seller and the Reluctant Buyer 39
Chapter 6 Use the Vise Technique 44
Middle Negotiating Gambits 48
Chapter 7 Handling the Person Who Has No Authority to Decide 49
Chapter 8 The Declining Value of Services 61
Chapter 9 Never Offer to Split the Difference 64
Chapter 10 Handling Impasses 67
Chapter 11 Handling Stalemates 69
Chapter 12 Handling Deadlocks 72
Chapter 13 Always Ask for a Trade-off 75
Ending Negotiating Gambits 79
Chapter 14 Good Guy/Bad Guy 80
Chapter 15 Nibbling 85
Chapter 16 How to Taper Concessions 93
Chapter 17 The Withdrawing an Offer Gambit 97
Chapter 18 Positioning for Easy Acceptance 101
Unethical Negotiating Gambits 104
Chapter 19 The Decoy 105
Chapter 20 The Red Herring 109
Chapter 21 Cherry Picking 112
Chapter 22 The Deliberate Mistake 115
Chapter 23 The Default 117
Chapter 24 Escalation 118
Chapter 25 Planted Information 121
Negotiating Principles 123
Chapter 26 Get the Other Side to Commit First 124
Chapter 27 Acting Dumb Is Smart 127
Chapter 28 Don't Let the Other Side Write the Contract 130
Chapter 29 Read the Contract Every Time 133
Chapter 30 Funny Money 135
Chapter 31 People Believe What They See in Writing 137
Chapter 32 Concentrate on the Issues 139
Chapter 33 Always Congratulate the Other Side 142
Section 2 Resolving Tough Negotiating Problems 143
Chapter 34 The Art of Mediation 144
Chapter 35 The Art of Arbitration 154
Chapter 36 The Art of Conflict Resolution 160
Section 3 Negotiating Pressure Points 171
Chapter 37 Time Pressure 172
Chapter 38 Information Power 180
Chapter 39 Being Prepared to Walk Away 194
Chapter 40 Take It or Leave It 199
Chapter 41 The Fait Accompli 202
Chapter 42 The Hot Potato 205
Chapter 43 Ultimatums 209
Section 4 Negotiating With Non-Americans 211
Chapter 44 How Americans Negotiate 213
Chapter 45 How to Do Business With Americans: A Guide for Non-Americans 219
Chapter 46 Negotiating Characteristics of Americans 229
Chapter 47 Negotiating Characteristics of Non-Americans 234
Section 5 Understanding the Players 247
Chapter 48 Body Language: How to Read People 249
Chapter 49 Hidden Meanings in Conversation 261
Chapter 50 The Personal Characteristics of a Power Negotiator 269
Chapter 51 The Attitudes of a Power Negotiator 273
Chapter 52 The Beliefs of a Power Negotiator 280
Section 6 Developing Power Over the Other Side 283
Chapter 53 Legitimate Power 285
Chapter 54 Reward Power 291
Chapter 55 Coercive Power 295
Chapter 56 Reverent Power 300
Chapter 57 Charismatic Power 303
Chapter 58 Expertise Power 307
Chapter 59 Situation Power 310
Chapter 60 Information Power 312
Chapter 61 Combinations of Power 315
Chapter 62 Other Forms of Power 319
Chapter 63 Negotiating Drives 323
Chapter 64 Win-Win Negotiating 329
Conclusion: Final Thoughts 335
Index 339
About the Author 345
Also Roger Dawson 347
