Secrets of Power Negotiating (Paperback)

~ (Author) "You have probably heard that the objective of a negotiation is to create a win-win solution..." (more)
Key Phrases: power negotiators, expertise power, charismatic power, Secrets of Power Negotiating, Good Guy, Bad Guy (more...)

Editorial Reviews

Product Description

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 to 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.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives.

Product Details

• Paperback: 320 pages
• Publisher: Career Press; 2 edition (November 15, 2000)
• Language: English
• ISBN-10: 1564144984
• ISBN-13: 978-1564144980
• Product Dimensions: 8.9 x 5.9 x 0.7 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (52 customer reviews)
• Amazon.com Sales Rank: #12,485 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

32 of 32 people found the following review helpful:

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

By	Ronald Davis (portland) - See all my reviews (REAL NAME)

This review is from: Secrets of Power Negotiating: Inside Secrets from a Master Negotiator (Hardcover)

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.

16 of 16 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

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!

14 of 15 people found the following review helpful:

5.0 out of 5 stars One of the best on the subject, July 10, 2002

By	Harold McFarland (Florida) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

"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.