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Secrets of Power Negotiating: 15th Anniversary Edition (Inside Secrets from a Master Negotiator) [Kindle Edition]

Roger Dawson
4.7 out of 5 stars  See all reviews (140 customer reviews)

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Book Description

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.

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Editorial Reviews

Review

"Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves." - Ron Fry, author of 101 Great Answers to the Toughest Interview Questions.

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.

Product Details

  • File Size: 1145 KB
  • Print Length: 353 pages
  • Publisher: Career Press; 3 edition (April 24, 2012)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B007RJ9LMU
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Enabled
  • Amazon Best Sellers Rank: #30,363 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
80 of 88 people found the following review helpful
4.0 out of 5 stars Yes and No 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
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
4.0 out of 5 stars Good Points and Insights May 26, 2006
By Clovis
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
5.0 out of 5 stars Packed With Knowledge! 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
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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Most Recent Customer Reviews
5.0 out of 5 stars Excellent book that has so many different applications!
Excellent book! Not only is it useful for business, but great to apply it in real everyday life. (Just make adjustment to apply to everyday life & relationships.)
Published 2 days ago by Pam
5.0 out of 5 stars Worth every Penny
Read this Book teaches good Tips and Tricks to Get good Deals on Items I saw a 27 in Monitor in a Sweetmeat like new Guy wanted 120 for it and i used some Tricks that i go in this... Read more
Published 7 days ago by Luis Reynoso
5.0 out of 5 stars Five Stars
good
Published 8 days ago by luray
5.0 out of 5 stars Very informative and well laid out for review
I feel the book was very well laid out hitting the key issues and expounding on others that could arise, should you want to make negotiating a living. Read more
Published 27 days ago by Mark
4.0 out of 5 stars A great guide for newbies and those wishing to brush up existing...
A very practical approach to handling negotiations, using a variety of techniques.

The book is delivered in a entertaining fashion too, in a clear no nonsense way. Read more
Published 1 month ago by K. Durrani
5.0 out of 5 stars Best in Class
I have the earlier version of the book and purchased the Kindle version recently. This is one of the most useful books on negotiating I've read.
Published 1 month ago by Murray
1.0 out of 5 stars Good for hustler-type negotiations, not for esteem-saving negotiations
The core of the author's negotiations lie in the principle being played at Israeli-Palestinian negotiations. Read more
Published 1 month ago by HAFIZ
5.0 out of 5 stars Informative Read
If you're in a position to negotiate at work or you know that you will be negotiating one day or you are planning to get a position that will require negotiating skills, this is an... Read more
Published 1 month ago by Carolishca Forster
5.0 out of 5 stars It's a win-win!
This book has a ton of valuable information on negotiation. It covers many topics such as car sales, house sales, hostage crisis negotiation, etc. This book is a game changer.
Published 1 month ago by Marc S Frank
5.0 out of 5 stars Excellent CD
I've turned my car into a University on wheels. This CD has made an excellent addition to my "courses of wheels"!
Published 2 months ago by Eric V. Johnson
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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.

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