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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator (Hardcover)

by Roger Dawson (Author) "Several years ago I recorded a tape cassette program called Secrets of Power Negotiating..." (more)
Key Phrases: Power Sales Negotiators, Good Guy, Power Sales Negotiating (more...)
4.7 out of 5 stars See all reviews (6 customer reviews)

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Editorial Reviews

Product Description
Presents to the sales person the tools to win every negotiation and leave the other person with a sense of winning. DLC: Selling.

Product Details

  • Hardcover: 255 pages
  • Publisher: Career Press (August 1999)
  • Language: English
  • ISBN-10: 1564144283
  • ISBN-13: 978-1564144287
  • Product Dimensions: 9.3 x 6.4 x 1 inches
  • Shipping Weight: 1.3 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
  • Amazon.com Sales Rank: #97,558 in Books (See Bestsellers in Books)

    Popular in this category: (What's this?)

    #68 in  Books > Business & Investing > Management & Leadership > Negotiating

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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator
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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator 4.7 out of 5 stars (6)
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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition 4.9 out of 5 stars (17)
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6 Reviews
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Average Customer Review
4.7 out of 5 stars (6 customer reviews)
 
 
 
 
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16 of 16 people found the following review helpful:
5.0 out of 5 stars Highly Recommended!, March 23, 2001
While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."
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9 of 9 people found the following review helpful:
5.0 out of 5 stars A Must for Salespeople, September 4, 2000
By A Customer
I have read a lot of material on selling and negotiating and wish I had read this book by Roger Dawson a long time ago. Concise yet comprehensive in terms of content, this book will undoubtedly throw light on how to manage a successful sale through careful negotiation from the initial contact to closure.
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3 of 4 people found the following review helpful:
5.0 out of 5 stars Simple and direct to the point, November 13, 2004
There is no framework, nor any theory; you may find many of the "tricks" are common-sense but which are we commonly overlook or neglect. A book that teaches you tactics that can be put into use right away. It is worth to read this book
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Most Recent Customer Reviews

5.0 out of 5 stars Customers are more slick than salespeople
Customers have learned to get creative when giving salespeople reasons they can not buy or commit to a purchase. Read more
Published on January 9, 2007 by Straight Commission

3.0 out of 5 stars Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator
I am enjoying this book. I have not yet completed reading the peice, but I do think that there are very many valuable messages. ON A SIDE NOTE. Read more
Published on August 18, 2005 by Sean C. Murphy

5.0 out of 5 stars This book is amazing!!!
Dawson enlights you with all the empiric knowledge of negotiation put in this masterbook. This is a MUST for all salesman. Read more
Published on February 21, 2005 by Christian Robles

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