Secrets of Power Negotiating

Inside Secrets from a Master Negotiator

Roger Dawson

★ 4.5 / 5(322 ratings)

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Communication Skills Career & Success

Chapter Overview

Chapter 1: AudiobookHub Recommendation
Chapter 2: To secure a favorable negotiating range, ask for more than you expect to get.
Chapter 3: Negotiation gambits have a wide array of uses.
Chapter 4: Carefully selected body language and deliberate wording can have a major impact during negotiations.
Chapter 5: Even if it’s a great deal, do not accept the other party’s first offer.
Chapter 6: Keep using the bracketing technique, and steadily taper your concessions throughout the entire middle phase of negotiating.
Chapter 7: Always insist on a tradeoff.
Chapter 8: To avoid giving concessions and present yourself more as an ally than an adversary, invoke a higher authority figure.
Chapter 9: If a negotiation gets stuck, be prepared to bring in a third party or even walk away entirely.
Chapter 10: When an issue becomes a sticking point, put it aside for later.
Chapter 11: Toward the end of a negotiation, it’s easy to gain a small concession from the other side.
Chapter 12: If the other side in a negotiation gets a bit too greedy, you can respond by withdrawing an offer.
Chapter 13: When you’ve negotiated well, sweeten the deal to make it an easier pill for the other side to ultimately swallow in the end.

Description

Secrets of Power Negotiating (1987) reveals the tricks of the master negotiator’s trade. Based on time-tested principles that are aimed at finding win-win solutions for both parties of any given negotiation, it teaches the tactics and strategies for effectively negotiating deals in a wide range of industries and situations. Whether you’re buying a product, selling a service or just trying to reach an agreement with your partner, you’ll be able to use power negotiator Roger Dawson’s secrets to negotiate with confidence and success.

About the Authors

Roger Dawson has been a full-time author and speaker on the topics of negotiation, persuasion, decision-making and problem-solving since 1982. Before this, he had a successful career as a power negotiator in the real estate industry. He’s taught his secrets to success to hundreds of thousands of people through audio programs, seminars and lectures. His other books include Secrets of Power Problem Solving (2010), Secrets of Power Salary Negotiating (2006) and Secrets of Power Persuasion (1992). In 1991, he was inducted into the Speaker Hall of Fame.

Secrets of Power Negotiating

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Chapter Overview

Chapter 1: AudiobookHub Recommendation

Chapter 2: To secure a favorable negotiating range, ask for more than you expect to get.

Chapter 3: Negotiation gambits have a wide array of uses.

Chapter 4: Carefully selected body language and deliberate wording can have a major impact during negotiations.

Chapter 5: Even if it’s a great deal, do not accept the other party’s first offer.

Chapter 6: Keep using the bracketing technique, and steadily taper your concessions throughout the entire middle phase of negotiating.

Chapter 7: Always insist on a tradeoff.

Chapter 8: To avoid giving concessions and present yourself more as an ally than an adversary, invoke a higher authority figure.

Chapter 9: If a negotiation gets stuck, be prepared to bring in a third party or even walk away entirely.

Chapter 10: When an issue becomes a sticking point, put it aside for later.

Chapter 11: Toward the end of a negotiation, it’s easy to gain a small concession from the other side.

Chapter 12: If the other side in a negotiation gets a bit too greedy, you can respond by withdrawing an offer.

Chapter 13: When you’ve negotiated well, sweeten the deal to make it an easier pill for the other side to ultimately swallow in the end.

Description

Who Should Listen

About the Authors