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Secrets of Power Negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator Paperback – October 20, 2010
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"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.
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Top Customer Reviews
"I only have $5,000, that's all I have."
"You've got to do better than that."
"You've got to do MUCH better than that."
"I don't have much time. What have you got?"
"What if I doubled/tripled/etc my order?"
I asked that question in a review I wrote about a book that didn't have answers for how to respond. I mentioned in that review that Dawson's "Power Negotiating" had the answers. So I thought it was about time to post this in a review for THE book. Knowing how to negotiate well is a life skill that could help us in so many ways. It's just not about buying cars or houses, or discussing salary, or selling or buying a product. It's life. It's your toddler asking for a cookie; it's your teenage daughter asking for new luggage and spending money (Dawson provides personal examples). Having good negotiation skills is an essential life skill, and I know of no better book on the topic than Dawson's. The book drags a bit in the chapters on mediation, arbitration, and conflict resolution. But the chapters on the negotiation gambits -- beginning, middle, and ending -- is everything you need to know. He also talks about unethical gambits -- great info so you are aware when others try it on you. I have this book on my shelf for quick reference.
I purchased Roger's book "The Secrets of Power Negotitating" because a blogger I follow ( Ramit Sethi) highly recommended it. It was very interesting to read how people negotiated, I just couldn't put the book down.
I run a kids clothing boutique on etsy:
Because all my sales and purchases are online, there is not much scope of applying many of the techniques Roger taught in his book ( or so I thought). However, when one of my dresses sold after reading this book, I recalled one of the chapters - The best time to upsell something to a customer is right after they have made a purchase...a light bulb went off.
I immediately sent my customer an email thanking them for the purchase and asking them if she would like to buy an accessory to go with the dress...and lo and behold! she said yes!
I couldn't believe it!
Since then I have sold many accessories just by writing an email after the purchase. I made back the price of the book within 2 sales. I can't even imagine what people who are in a direct sales business would be doing with this book.
I found myself in the probable responses. In other words, Dawson's gambits would probably work on me, but maybe not so easily now that I know them. Many of these gambits can be used when sales people try to be pushy with you or attempt to wordsmith an outcome. After all, salespeople have been trained to sell that which they're selling. Many are skilled in technique. You can use Dawson's gambits or counter-gambits to quickly respond, and be faster on your feet.
One of the reasons why people rate this book so highly, other than for accuracy in probable responses, is that it's entertaining. This is a book about human nature. It doesn't advise to be confrontational, because that doesn't usually work. It doesn't advise that tactics alone work. The fact of being able to walk away from a deal is a foundation of negotiation success. If you can't walk away, tactics alone will not give a good probabilistic outcome.
Dawson relates negotiation to several other areas. Time pressure is critical to negotiation. And that is driven mainly by time management. From this theme, Dawson shows how better time management can boost negotiation success. He cites Pareto's Rule, that 80% of the results come from 20% of the causes. He says 80% of the concessions will be made in the final 20% of the negotiation. Because of this, Dawson says don't reveal your deadlines as we're vulnerable under time pressure.
The one with the most options has the most power in a negotiation, Dawson says. This means we have to do our homework to create more options for ourselves. He uses the tugboat analogy to illustrate how we can turn the other side around persistently a little at a time. But even so, we should walk away if the deal is not the right thing to do. The principles Dawson teaches relate to many areas of life. Therefore, this book can be helpful to anyone.