Roger Dawson
The Secrets Of Power Negotiating CD3
1987
speech

#    Title    Time    Info  
1 Flinching 2:54
2 The Trade-Off Principle 2:16
3 The Vice Technique 2:08
4 The power of the printed word 3:18
5 The Withdrawn Offer 7:28
6 Positioning people for easy acceptance 2:21
7 Always be the one to write the contract 1:00
8 The Fait Accompli Tactic 1:02
9 Funny Money 1:08
10 The Decoy Technique 4:34
11 The Puppy Dog Technique 1:56
12 The Reluctant Buyer Principle 2:25
13 The Want-It-All Philosophy 2:23
14 Making your initial offer 1:14
15 Splitting the difference 3:00
16 Keeping your eye on the ball 6:19
17 Maintaining perspective 2:15
Total time 45:22