Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator [Paperback]

Roger Dawson (Author)

Book Description

Publication Date: October 20, 2010

Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also.

This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include:

Twenty sure-fire negotiating gambits.

How to negotiate over the telephone, by e-mail, and via instant messaging.

How to read body language.

Listening to hidden meanings in conversation.

Dealing with people from other cultures.

How to become an expert mediator.

Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.

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.

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: 6 x 0.7 x 9 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (106 customer reviews)
• Amazon Best Sellers Rank: #20,152 in Books (See Top 100 in Books)
  • #22 in Books > Business & Investing > Management & Leadership > Negotiating

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.

Most Helpful Customer Reviews

70 of 76 people found the following review helpful

4.0 out of 5 stars Yes and No July 7, 2005

By Ronald Davis

Format:Hardcover|Amazon 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.

38 of 41 people found the following review helpful

5.0 out of 5 stars A good book to own if you negotiatie only infrequently March 21, 2002

By A Customer

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!

25 of 26 people found the following review helpful

5.0 out of 5 stars Packed With Knowledge! June 21, 2001

By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER

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.