Secrets of Power Negotiating,15th Anniversary Edition: Inside Secrets from a Master Negotiator Paperback – October 20, 2010
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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 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.
For those who are not born negotiators I think that it will take a few readings of this book to implement all the strategies covered. To improve any skill takes practice and this book gives you the guidance on the techniques to practice. Conversely, the book will also help you understand when these techniques are being implemented by opponents, which again will certainly give you a leg up.
The book is easy to read, comprehensive and most important enjoyable. If you want to improve your negotiating skills with practical tips and strategies then this book is certainly worthwhile. However, given the breath of material covered it is probably something that you are going to need to keep studying to assimilate all the techniques outlined by the author.
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!
Top international reviews
I’ve now passed it on to a colleague and had similar feedback from them.
In a nutshell, this book can only add to your negotiating skills regardless of how good you already think you are. I was always good at negotiating but this gave me some new insights to it and provided me with some new tools to try. 100% recommended.
When we negotiate we're usually standing on the opposite banks, trying to win the other party over. Yes, even if we're somehow aware we're going to end up with a compromise.
Mr. Dawson shows all the technique you'll need to make it through the process, not leaving out the important preparations. Most importantly, he shows how to avoid conflicts by recognizing the moves of your counterpart. He constantly warns against using the negative negotiation techniques, but shows it to learn and recognize it, and defend yourself on time. It actually helped me closing a big deal that was (as usual) highly stressful under the time pressure. If I wouldn't apply the procedure from the book, I'd flunk it.
The knowledge can save you a lot of aggravation not only in 'big' deals in your professional or personal life, but also in daily interactions with the people around you. At the end of the day - we're constantly negotiation with our surroundings, aren't we? ;)
“You will never be as highly paid as when you are negotiating.”