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Negotiating

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  1. 5.8 hrs • 9/19/2016 • Unabridged

    7 Secrets of Persuasion is the first book to take the latest scientific insights about the mind and apply them to the art of persuasion. It directly translates the revolution in neuroscience that has occurred over the last forty years into practical new techniques for effective persuasion. Whether your goal is to persuade one person—a husband, child, or boss—or the millions who might purchase an Apple Watch or a Budweiser, 7 Secrets of Persuasion will show you how to:unearth the motivation that actually changes a behavior like smoking, voting, or buying, even if the person(s) doesn’t know why they do what they do;tap into the mental process that gives religious symbols, political symbols, and commercial logos their power;make a promise that is delayed, uncertain, and rational more compelling by making it immediate, certain, and emotional; and transform your candidate, service, or product into the one people want to buy by utilizing what psychologists call the “fundamental attribution error.”

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    7 Secrets of Persuasion

    5.8 hrs • 9/19/16 • Unabridged
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  2. 9.4 hrs • 9/6/2016 • Unabridged

    The author of the legendary bestseller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn’t lie in the message itself, but in the key moment before that message is delivered.What separates effective communicators from truly successful persuaders? Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to capitalize on the essential window of time before you deliver an important message. This “privileged moment for change” prepares people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” His first solo work in over thirty years, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini draws on an array of studies and narratives to outline the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.”

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    Pre-Suasion

    9.4 hrs • 9/6/16 • Unabridged
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  3. 5.6 hrs • 8/1/2016 • Unabridged

    Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just “take it or leave it.” You may think you are negotiating, but if the other side isn’t playing, you aren’t either. Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: they give ground too easily, and;they get nothing in return. When dealing with tough customers it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating With Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return. Using a cooperative, collaborative approach in a hardball negotiation just doesn’t work. Tough negotiators will play win-win, but only if they have nothing to lose. Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator…and vice versa.

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    Negotiating with Tough Customers

    5.6 hrs • 8/1/16 • Unabridged
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  4. 6.5 hrs • 6/1/2016 • Unabridged

    Breaking through Bias explains that it is the stereotypes about women, men, work, leadership, and family that hold women back. It presents unique, practical, and effective advice about how women can at last break through gender bias in the workplace and win at the career advancement game. More than fifty years after the beginning of the Women’s Movement and forty years after passage of Title IX, women are still not “making it” in traditionally male careers. Women start their careers on parity with men but generally end them far earlier, having achieved less status, lower compensation, and less satisfaction than men. Breaking through Bias explains that it is the stereotypes about women, men, work, leadership, and family that hold women back, and it presents an integrated set of communication techniques that women can use to avoid the discriminatory consequences of these stereotypes. Women define career success in a wide variety of ways. But whatever a woman’s personal definition, if she is in a traditionally male-dominated career—virtually all high status, highly compensated fields—her career is at risk because of pervasive gender stereotypes. This highly practical book makes clear that women don’t need to change who they are to succeed in their chosen careers, and they certainly don’t need to act more like men. Women do, however, need to be attuned to the negative gender stereotypes that surround them; they need to anticipate the biases these stereotypes foster, and they need to manage the impressions they make to avoid or overcome these biases. Based on the authors’ personal experiences as business leaders and practicing attorneys, involvement in compensation and hiring decisions, extensive mentoring activities, and numerous scientific and academic studies, Breaking through Bias presents unique, practical, and effective advice about how women can at last break through gender bias in the workplace and win at the career advancement game.

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    Breaking through Bias

    6.5 hrs • 6/1/16 • Unabridged
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  5. 8.1 hrs • 5/17/2016 • Unabridged

    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.

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    Never Split the Difference by Chris Voss, Tahl Raz

    Never Split the Difference

    By Chris Voss, with Tahl Raz
    8.1 hrs • 5/17/16 • Unabridged
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  6. 8.6 hrs • 4/19/2016 • Unabridged

    Find out how to successfully resolve your most emotionally charged conflicts. In this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts.    Before you get into your next conflict, read Negotiating the Nonnegotiable. It is not just “another book on conflict resolution,” but a crucial step-by-step guide to resolve life’s most emotionally challenging conflicts—whether between spouses, a parent and child, a boss and an employee, or rival communities or nations. These conflicts can feel nonnegotiable because they threaten your identity and trigger what Shapiro calls the Tribes Effect, a divisive mind-set that pits you against the other side. Once you fall prey to this mind-set, even a trivial argument with a family member or colleague can mushroom into an emotional uproar. Shapiro offers a powerful way out, drawing on his pioneering research and global fieldwork in consulting for everyone from heads of state to business leaders, embattled marital couples to families in crisis. And he also shares his insights from negotiating with three of the world’s toughest negotiators—his three young sons. This is a must read to improve your professional and personal relationships.

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    Negotiating the Nonnegotiable

    8.6 hrs • 4/19/16 • Unabridged
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  7. 2.9 hrs • 12/1/2015

    Buying a home is probably the most stressful negotiation in which you’ll ever be involved, for two reasons. First it’s probably the most expensive negotiation of your life and second it’s one that you are likely to have a lot of emotion. How would you like to not only take the stress out of that negotiating process, but to also ensure that you have the best chance of getting a deal on the home of your dreams? In this all new program, The Secrets of Power Negotiating for Your Dream Home, from negotiating expert, Roger Dawson, you will learn how to get the very best deal on your dream home, whether it’s a brand new home or an existing property. In addition, you’ll learn:The pro’s and con’s of negotiating with a “For Sale by Owner.”Negotiating gambits for both the listing agent and the selling agent.Why you should never say “yes” to the first offer.Why you should ask for more than you expect to get.The art of “the Flinch” and how it can save you big money.How to play the role of the “reluctant buyer” to get an edge in the negotiating process.And much more!

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  8. 4.6 hrs • 12/1/2015 • Unabridged

    Negotiate like a millionaire and get the best value every time!In their runaway bestseller Weekend Millionaire’s Secrets to Investing in Real Estate, Mike Summey and Roger Dawson revealed a powerful formula for making a killing in real estate during your spare time. Now, the fourth book in the Weekend Milionaire Series, Weekend Millionaire Secrets to Negotiating Real Estate teaches the fine art of negotiating in every kind of real estate climate. The authors arm you with proven negotiation secrets and tactics for buying properties at wholesale values, meeting seller’s needs, and making the highest profits on your investment. Weekend Millionaire Secrets to Negotiating Real Estate shows you how to negotiate with: SellersSellers through real estate agentsSellers in foreclosureBanksTitle companiesClosing attorneysProperty managersContractors

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    Weekend Millionaire Secrets to Negotiating Real Estate

    A seminar by Roger Dawson
    4.6 hrs • 12/1/15 • Unabridged
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  9. 1.2 hrs • 11/1/2015

    Americans probably do more negotiating on car lots than anywhere else. However, most of us are at a disadvantage, since while we may buy an automobile every two three years at most, the dealer gets to negotiate the price of automobiles day in, and day out.They have a thousand times the experience that the typical car buyer does in negotiating. In this idea packed program, Roger Dawson, one of the most renowned authorities on the topic of negotiating worldwide, will help you to level the playing field. By giving you several negotiating gambits, tips and skills that you can use when you negotiate the price of an automobile, it will more than compensate for all that extra experience the car sales person has. Whether you are buying a new car, a used car, or even leasing a car, these techniques will enable you to walk away with the exact car you want, for thousands of dollars less than you expected to pay.

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  10. 3.7 hrs • 11/1/2015

    There are always a few opportunities in our business life that cause a tidal wave of changes in how your future works out for you. Certainly which college you chose to attend, and what career path you choose. And there are personal factors that play a big role, such as the person you marry, children you have and the friends with whom you hang out. The one business skill that tops them all is your choice of a company for whom you choose to work. Make the right choice and it could lead to great fame and fortune. Make the wrong choice and you will wallow in despair for decades to come. In The Secrets of Power Negotiating for Your Dream Job, negotiation expert Roger Dawson will show you how to negotiate a dynamite compensation and lifestyle package from your employer—be it your current employer or a new employer—so you can create the conditions consistent with your vision of your dream job. A great compensation and lifestyle package means more than just a great salary (although it certainly means that!). The skills you learn will also help you to negotiate a great bonus and an excellent benefits package, and to negotiate the right environment and opportunities for you to grow your skills.Write a resume that will get you an interviewFind the job openings for your dream jobInterview well for the jobGet the employer to put an offer for you dream job on the table and how to respond to the offerPrepare for the negotiationUse pressure points to improve the offerUse Power Negotiating Gambits to get a top compensation package

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  11. 8.8 hrs • 8/12/2015 • Unabridged

    When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we’re viewed as weak. But if we play hardball, we can be seen as overly aggressive—and the strategy backfires. No wonder most women hate negotiating. In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can: • Control how they are perceived• Eliminate self-sabotaging beliefs and behaviors• Discover their personal negotiation style• Envision the ideal outcome and map backwards• Build leverage• Understand an opponent’s approach and adjust theirs in response• Deploy persuasion and redirection tactics• And much more Set the bar high and negotiate to get there. With this empowering audiobook, women learn the skills to win on their own terms—and open doors they never knew were shut.

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    Your Own Terms

    8.8 hrs • 8/12/15 • Unabridged
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  12. 9.1 hrs • 8/1/2015 • Unabridged

    Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it.

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  13. 2.1 hrs • 8/1/2015

    No matter what you want, you can negotiate for it and get it. No matter what your background, education, or current position, you can systematically and consistently build a dazzling stockpile of wealth that will be the envy of everyone you know. Do you want to always get the best possible deal with suppliers, contractors, salespeople, real estate agents, etc.? Do you want a higher salary? Do you want to learn how you can find discounts and deals on practically everything? If so, you must learn how to become a power negotiator. Negotiation is a skill that can bring you vast success in all aspects of your life. When you’re a skilled negotiator, you can get the best possible price on everything you purchase or sell, and you can deal with salespeople or clients. And in this program, you’ll take a front row seat at this live seminar, and be instructed by world-renowned negotiation expert Roger Dawson on how to master this vital skill. For example, the program gives you specific ways to:Get the best possible price when you buy or sell a house, a car, a business, real estate, or any negotiable item.Get a raise or promotion.Keep employees happy without giving in to unreasonable demands.Get a new and better deal with your landlord or mortgage loan officer.Stop being stonewalled by store clerks, petty bureaucrats, service and repair people, and others.Get more cooperation from your corporate peers and subordinates.Get bigger loans and better terms from your banker.Uncover valuable “hidden information.”Be more confident in virtually any interpersonal situation, plus many other situations you run into in your daily life.

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    The Secrets of Power Negotiating Live!

    Written and presented by Roger Dawson
    2.1 hrs • 8/1/15
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  14. 4.7 hrs • 8/1/2015 • Unabridged

    Are you earning what you're worth? Master negotiator Roger Dawson shows you how to get a better deal from your current employer and how to negotiate the best deal from a new employer. And you won't come off as greedy, overly aggressive, or selfish. In fact, you'll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won! You'll also learn how to become more valuable to your employer or prospective employer, how to develop power and control over your career, and gain an amazing ability to get what you want.

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    Secrets of Power Salary Negotiating

    4.7 hrs • 8/1/15 • Unabridged
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  15. 12.0 hrs • 6/2/2015 • Unabridged

    Two leaders in executive education at Harvard Business School present the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research and the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how toidentify negotiation opportunities where others see no room for discussion;discover the truth even when the other side wants to conceal it;negotiate successfully from a position of weakness;defuse threats, ultimatums, lies, and other hardball tactics;overcome resistance and “sell” proposals using proven influence tactics;negotiate ethically and create trusting relationships—along with great deals;recognize when the best move is to walk away; andmuch, much more. This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation, you will know what to do and why, and you will begin building your own reputation as a negotiation genius.

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    Negotiation Genius

    12.0 hrs • 6/2/15 • Unabridged
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  16. 7.2 hrs • 6/1/2015 • Unabridged

    How do you get people to see things your way? Whether you’re trying to secure a promotion, make a sale, or rally support for a new idea, the ability to persuade those around you is absolutely essential to success. Merging research and real-world application, this insightful guide reveals what really drives decisions and introduces listeners to the persuasion equation—a powerful combination of factors proven to speed agreement. Listeners will discover the surprising reasons people say “yes” and learn how to win trust, use language strategically, perfect the five-step persuasion process, and so much more. From crafting compelling emails to convincing a colleague to nail the big presentation, Persuasion Equation is your personal recipe for success. You’ll also learn how to use precise combinations of quantitative and qualitative reasoning to target the logical, financial, and emotional sides of an issue, so that buy-in is truly three dimensional. There is no magic or secret to getting the agreement and cooperation you need for success. Just a dynamic process suited to any business situation, in any industry, and at any level. It’s logical, it’s clear, and it always works.

    Available Formats: Download, CD, MP3 CD
    Persuasion Equation by Mark Rodgers

    Persuasion Equation

    7.2 hrs • 6/1/15 • Unabridged
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