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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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The Amazon Book Review
Author interviews, book reviews, editors picks, and more. Read it now
"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.
Top customer reviews
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At first, even walking seemed intimidating, let alone haggling. But over the first three years of my career I read this book 3 times. It's a masterclass in negotiation. The audio book is good too, but different. I attribute 15% of my income for the last decade to learning key lessons from this book. I've suggested it to many friends, but most don't have the time to read hundreds of pages for a job interview. Who's smarter, the person who saves 10 hours on a $10 book, or the one who spends that time and money to learn how to free up 300 hours of a 2080-hour work year, by increasing his pay rate?
I have given up on insisting that friends and family learn to negotiate. But I had to write this review to thank Roger Dawson. Teach a man how to fish and you feed him for life.
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.
This is one of the best if not the best book on negotiating I have read. It's a book that I would be reviewing from time to time. Using the techniques, tools and skills I have learnt to make win win situations for my business and life. It can do the same for you.
The book you don't read, won't help. Invest in this book today, you will be glad you did. You certainly don't want be less skilled negotiator in a business deal.
Go negotiate with power!