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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator Paperback – October 1, 2001
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About the Author
Top Customer Reviews
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.
The book as a total is organized fairly well, and the author discusses gambits employed in negotiations to techniques used to understand the other side. It is very important to point out that the author believes in "win-win negotiations." That is, it is critical for a negotiator to determine what truly interests the other side and explore how that interest can be met.
A few techniques the author suggests using include but are not limited to:
(1) asking for more than you expect to get, (2) flinch at proposals, (3) play reluctant, (4) use the "vise technique," (5) reference higher authority, (6) never make a concession without the other side reciprocating, and (7) taper down concessions.
It is important to note that the author explores how you should counter such techniques if the other side uses them.
The author also touches on many important additional topics in the book on business, psychology, and other disciplines that relate to negotiations. I found it particularly useful how the author mentioned that the value of services diminish over time. If you are in the service industry, negotiate and settle on a fee prior to delivery/performance.Read more ›
Most Recent Customer Reviews
This book paid for itself the same day. I won't disclose details because this is a public forum, but this book was instrumental in my success.Published 1 month ago by Nick May
Roger Dawson has always impressed me positively. I've been following his work for many years.
Recently, however, a new expert on negotiation has changed the paradigm... Read more
I loved everything about this book. Something you can use everyday but more in sales. Recommended to everyone looking to get better everyday.Published 2 months ago by Xiii
This book is worth its weight in gold. I've saved thousands of dollars on goods and services, thanks to the advice of Roger Dawson. Read morePublished 3 months ago by Mark