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Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator Paperback – October 20, 2010


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Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No: Negotiating in Difficult Situations
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Product Details

  • Paperback: 320 pages
  • Publisher: Career Press; 15th Anniversary Edition edition (October 20, 2010)
  • Language: English
  • ISBN-10: 1601631391
  • ISBN-13: 978-1601631398
  • Product Dimensions: 9.1 x 6.1 x 0.7 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (140 customer reviews)
  • Amazon Best Sellers Rank: #30,092 in Books (See Top 100 in Books)

Editorial Reviews

Review

"I can't believe it! Here's a book that is packed with wisdom that will help anyone improve their life and yet it is easy and fun to read! Amazing!"
--Og Mandino, author of The Greatest Salesman in the World

"A fast, entertaining read that should be required reading for anyone who deals with people. Highly recommended."
--Ken Blanchard, coauthor of The One Minute Manager

"Roger Dawson's great book will help you create and expand one of the most critical skills to life-long success."
--Anthony Robbins, author of Unlimited Power and Awaken the Giant Within

About the Author

Roger Dawson is the founder of the Power Negotiation Institute and one of the country's top experts on the art of negotiating--SUCCESS Magazine calls him "America's Premier Business Negotiator." As a full-time speaker since 1982, Roger has travelled the world to teach business leaders how to improve their profits using his Power Negotiating techniques. He has trained executives at some of the world's largest companies, including General Foods, General Motors, Xerox, IBM, and Harvard Medical School, and conducted seminars around the world. He resides in La Habra Heights, California.

More About the Author

Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople and Secrets of Power Persuasion.

Customer Reviews

I wish I had read this book when I was buying my last car!
Jim Peterson
This book is a useful how-to-negotiate guide that can help you through real business negotiation, but most all in the game of daily life's actions.
Customer
Easy reading, and is very informational for any person reading it.
Amazon Customer

Most Helpful Customer Reviews

80 of 89 people found the following review helpful By Ronald Davis on July 7, 2005
Format: Hardcover Verified Purchase
These secrets are so secretive that they are taught in every mainstream business negotiations class in America. Pretty secretive, eh? Having properly derided the excessively puffy title, let me say that the book is good. The book is basically a series of tricks to play on the other negotiator. If you don't, you risk having him/her play them on you.

However, this book is not sufficient in and of itself. G Richard Shell's "Bargaining & Advantage" is needed to get the perspective needed to avoid shooting one's self in the foot -- all the way up to the knee.

On the other hand, Dawson's presentation of the tricks is much more clear and compelling than Shell's. Get 'em both.
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46 of 50 people found the following review helpful By A Customer on March 21, 2002
Format: Paperback
I don't have to do high powered negotiations very often but when I do, I review this book. It clearly maps out the process that one must go through to achieve the most successful negotiations possible from the planning stage through the final process of getting the contract language the way you want it. Roger defines success as having both parties feel that they won. He shows how to set up the negotiating process so that both parties come away feeling successful. He explains the psychology of negotiating very clearly so that the reader understands why each thing that they do is important. The value of the book is more than just as a roadmap however. Knowing what techniques that the other party may use (by intent or otherwise) and being able to recognize them is of immense value. What is especially useful if knowing how to handle the tactics that the other side may use. This is not cheating or tricking the other party. It is just being smart. When millions of dollars are on the table both sides are very wary and want to make sure that they are getting what they want. Stumbling when well known negotiating tactics are used by the other party is often avoidable for those that don't negotiate very often. Simply review the book and then follow Roger Dawson's suggestions. I like to listen to the audio version of the book as well when I am coming up to a big negotiation. It gets my mind focused on the process. I then go over what happened after a negotiating session so that the concepts get burned into my memory and the responses become automatic. A great book. Try the audio tapes also. Highly entertaining!
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34 of 36 people found the following review helpful By Clovis on May 26, 2006
Format: Paperback
Roger Dawson's SECRET OF POWER NEGOTIATING does not necessarily contain any secrets about negotiations but good points on many and varied aspects of negotiations. The author correctly points out that negotations are simply crucial in life; we are constantly negotiating, whether we realize it or not. I am confident the book would proof useful for anyone interested in enhancing one's understanding of negotations and skills.

The book as a total is organized fairly well, and the author discusses gambits employed in negotiations to techniques used to understand the other side. It is very important to point out that the author believes in "win-win negotiations." That is, it is critical for a negotiator to determine what truly interests the other side and explore how that interest can be met.

--

Gambits

--

A few techniques the author suggests using include but are not limited to:

(1) asking for more than you expect to get, (2) flinch at proposals, (3) play reluctant, (4) use the "vise technique," (5) reference higher authority, (6) never make a concession without the other side reciprocating, and (7) taper down concessions.

It is important to note that the author explores how you should counter such techniques if the other side uses them.

The author also touches on many important additional topics in the book on business, psychology, and other disciplines that relate to negotiations. I found it particularly useful how the author mentioned that the value of services diminish over time. If you are in the service industry, negotiate and settle on a fee prior to delivery/performance.
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25 of 26 people found the following review helpful By Rolf Dobelli HALL OF FAME on June 21, 2001
Format: Hardcover
As you read Roger Dawson's now-classic book, you'll find yourself nodding your head saying, "Those guys used that gambit against me last week." And then you will say, "Never again!" This book is a rarity: A "Secrets of" book that actually provides you with useful tactics that you can employ in daily life and business. In fact, the knowledge you gain from this book will come in just as handy in everyday situations, like buying a car or setting your kid's allowance, as it will when your business' survival is at stake. While the secrets themselves can be reduced to common-sense approaches, many are intuitively brilliant, like the advice to psychically flinch when you hear the other side's first offer. We [...] recommend Dawson's insider insights to all readers, because everyone can benefit by negotiating a better deal.
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31 of 37 people found the following review helpful By Randy Gilbert on May 30, 2001
Format: Paperback
Roger Dawson has been one of my success mentors for years. Since almost every dealing in our lives involves some type of negotiating, this book should be on everyone's book shelf. His wisdom is clear and eloquent - but more than that it is right on! Even before you finish The Secrets of Power Negotiating for the first time, you will be a changed person - it's that incredible. I say first time because you will want to read it again and again.
Roger Dawson covers all of the proactive bases: smart thinking, system thinking, futuristic thinking, and positive thinking. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. Some of Dawson's ideas are found in SUCCESS BOUND, another book that can help you proactively deal with problems and turn them into opportunities for success.
Everything that I have put into practice that Dawson has recommended has worked. The dozens of gambits and recommended strategies will bring you success. Read it and you will believe that you can negotiate anything that you set your mind to. My copy is worn with highliter and pen marks all through it from the numerous times that I've returned to it in order to study it again.
You will find that this exciting and informative book becomes a part of you. Don't hold back - let it happen. In fact, you should spend 10 to 15 minutes every morning focusing your thoughts on the truths of this book, thereby allowing them to seep deep into your subconscious mind. If you do this I guarantee this wisdom will most assuredly bring you the success and abundance you deserve.
Enjoy the book and your new proactive life.
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