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

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Length: 353 pages Word Wise: Enabled
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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)
  • Publication Date: April 24, 2012
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B007RJ9LMU
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Enabled
  • Enhanced Typesetting: Not Enabled
  • Amazon Best Sellers Rank: #30,107 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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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.

Customer Reviews

Most Helpful Customer Reviews

91 of 100 people found the following review helpful By Reginald Gleason 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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50 of 54 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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28 of 29 people found the following review helpful By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER 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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40 of 44 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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17 of 19 people found the following review helpful By Harold McFarland HALL OF FAMEVINE VOICE on July 10, 2002
Format: Paperback
"Secrets of Power Negotiating" is one of the most complete books on negotiation that I have ever read. Logically organized, it carries the reader through the entire negotiation process. It covers the most common gambits and how to use them as well as how to defend against them.
The book is divided into seven sections. The first section is on negotiating gambits and principles. Negotiating gambits include the common reluctant buyer/reluctant seller, handling impasses, nibbling, positioning for easy acceptance and well as many, many others including unethical ones like the red herring. The second section is on how to resolve tough negotiating problems. The third section covers how to use pressure points in negotiation. Then comes negotiating with non-Americans followed by attitudes and beliefs of a power negotiator. Section six covers developing power over the other side and section seven covers the various drives that motivate people in a negotiation.
Simply one of the best books on negotiation, it is a highly recommended read and should be kept near at hand for the occasional review whether to assist you in dealing with the car salesman, the children, or anyone else you deal with.
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