TY  - BOOK
AU  - Mayer,Robert
TI  - Power plays: how to negotiate, persuade, and finesse your way to success in any situation 
SN  - 0812926358 (acid-free paper)
AV  - BF637.N4 M38 1996
U1  - 158/.5 20
PY  - 1996///
CY  - New York
PB  - Times Business
KW  - Negotiation
KW  - Negotiation in business
KW  - Persuasion (Psychology)
N1  - Includes index; Introduction: So you want to tilt the playing field -- PART I: SOFT TOUCH; FINESSING. INFLUENCING, AND PERSUADING OTHERS: Winning is a mindset: the great Wallenda effect -- Linkage: the stealth factor -- Alignment: soar points -- Needs: making your ideas irresistible -- Control: how to listen so people will talk and talk so people will listen -- Evaluation: finders keepers, losers beepers -- Reading: people are an open book -- Lancer: postcards from the top -- PART II: TROUBLE SHOOTING: SETTLING FOR MORE: Finessing hostility, aggression, and anger: dancing in a minefield -- Overcoming rejection: riding the crest of a slump -- Running through walls: the trying game -- Finessing worth, value, and share differences: waging peace -- Finessing people who would rather be right than reasonable: slow squeezing -- PART III: HARD BARGAINING: WINNING WHEN THE SCORE IS KEPT IN DOLLARS: Analytics: choice points -- Relationships: walking between the raindrops -- Power: the insurmountable opportunities factor -- Basic training: bombs-away bargaining and white-knuckle horse trading -- Mind tricks: the squish factor -- Sliders and curves: hold-on-to-the-roll-bar negotiating -- Timing, tempo, and turbocharging: making time your ally -- PART IV: THE DEAL-MAKER'S PLAYBOOK: LOW-IMPACT, HIGH-YIELD TIPS, TRICKS, AND TACTICS:  Apartment lease, Appliances, Automobile lease, Automobile-New, Automobile-Used, Bargaining and haggling, Business-Purchase, Business-Sale, Cohabitation agreement, Collecting money; Contractors, Negotiating with; Contracts; Crisis, Publc Relations; Cruises, Debt, Divorce; Employees, Negotiating with; Family and friends, Negotiating with; Franchisors, Negotiating with; House-Purchase, House-Sale; Insurance claims, Auto; Insurance claims, Homeowner; IRS; Jewelry, Buying; Job interviews; Lawyer, Hiring a; Litigation, Settling; Loan, Negotiating a; office lease; Prenuptial agreement; Real estate-listing broker, Reservations and tickets; Salary, Beginning; Salary, Increases in; Store front lease
UR  - http://www.loc.gov/catdir/description/random0411/95040358.html
UR  - http://www.archive.org/details/powerplayshowton00mayerich
UR  - http://www.openlibrary.org/books/OL803873M
ER  -