Secrets of Power Negotiating audiobook cover - Inside Secrets from a Master Negotiator

Secrets of Power Negotiating

Inside Secrets from a Master Negotiator

Roger Dawson

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Secrets of Power Negotiating
Core Philosophy+
Beginning Gambits+
Middle Gambits+
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Quiz — Test Your Understanding

Question 1 of 11
What is the primary purpose of the 'bracketing' technique in a negotiation?
  • A. To group similar negotiation terms together so they can be traded as a single package.
  • B. To make your target price the exact midpoint between your initial offer and the other party's asking price.
  • C. To corner the other party into making the first offer so you can gauge their budget.
  • D. To gradually decrease the size of your concessions over time.
Question 2 of 11
Which of the following best demonstrates the 'vise technique'?
  • A. Acting visibly shocked when the other party proposes their initial price.
  • B. Telling the other party you have to check with your manager before agreeing.
  • C. Responding to an offer calmly with, 'You'll have to do better than that,' and waiting.
  • D. Offering a small freebie at the end of the deal to make them feel like they won.
Question 3 of 11
According to the text, why should you NEVER accept the other party's first offer, even if it is a great deal?
  • A. It will make the other party suspect something is wrong with the item or feel they could have gotten a better deal.
  • B. It legally binds you to unfavorable hidden clauses that are usually attached to first offers.
  • C. It prevents you from using the 'higher authority' gambit later in the negotiation.
  • D. It shows that you are too eager, which ruins your ability to act as a 'reluctant buyer'.
Question 4 of 11
How should you structure your concessions during the middle phase of a negotiation?
  • A. You should keep them equal in size to maintain a sense of fairness and consistency.
  • B. You should make them in progressively smaller increments to signal that you are reaching your limit.
  • C. You should make your largest concession at the very end to ensure the deal is sealed.
  • D. You should refuse to make any concessions until the other party has made at least three.
Question 5 of 11
What is the fundamental rule of the 'trade-off' gambit?
  • A. Never make a concession without asking for one in return.
  • B. Always trade your most important issue for their least important issue.
  • C. Reveal your target price only if they reveal theirs first.
  • D. Always offer a small, unprompted concession to build goodwill.
Question 6 of 11
What is a major strategic benefit of keeping your 'higher authority' vague (e.g., referring to 'my people' rather than a specific boss)?
  • A. It legally protects you from being held to a verbal contract.
  • B. It intimidates the other party into making larger financial concessions.
  • C. It allows you to secretly change your target price without them knowing.
  • D. It prevents the other party from cutting you out and negotiating directly with the authority.
Question 7 of 11
What does the 'set-aside' gambit recommend you do if you reach an impasse on a specific sticking point?
  • A. Immediately walk away from the negotiation to demonstrate your leverage.
  • B. Set the issue aside temporarily and focus on finding common ground on other issues to build momentum.
  • C. Give in on that specific issue but demand two massive concessions in return.
  • D. Threaten to withdraw your previous offers unless they agree to your terms on that issue.
Question 8 of 11
According to the text, why is projecting 'walk-away power' an effective negotiation tactic?
  • A. It automatically triggers a neutral mediator to step in and resolve the dispute.
  • B. It allows you to legally break a signed contract without financial penalties.
  • C. It makes the other party reluctant to push you too far, fearing they might ruin the deal over a single concession.
  • D. It forces the other party to immediately accept your very first offer.
Question 9 of 11
What does the 'nibbling' gambit entail?
  • A. Gradually reducing the price of your product in tiny increments.
  • B. Asking for a small, extra concession at the final moments when the deal is almost closed.
  • C. Pretending to lose interest in the deal to make the other party desperate.
  • D. Setting aside minor issues until the major financial terms are fully agreed upon.
Question 10 of 11
What is the purpose of 'positioning for easy acceptance' at the end of a negotiation?
  • A. To legally finalize the contract before the other party can change their mind.
  • B. To give the other party a small, final freebie so they can save face and feel like they won.
  • C. To subtly guilt the other party into accepting your terms by acting exhausted.
  • D. To trick the other party into accepting a higher price than they initially realized.
Question 11 of 11
When negotiating deals involving large sums of money, what mental trap does the author warn against in the actionable advice?
  • A. Focusing too much on the emotional value of the purchase rather than the financial cost.
  • B. Assuming the other party has more walk-away power than they actually do.
  • C. Thinking of savings in terms of small percentages rather than absolute dollar amounts.
  • D. Believing that a win-win outcome is always mathematically possible.

Secrets of Power Negotiating — Full Chapter Overview

Secrets of Power Negotiating Summary & Overview

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. 

Who Should Listen to Secrets of Power Negotiating ?

  • Novice negotiators wanting to enhance their skills
  • Experienced negotiators looking for some new tricks 
  • Anyone who wishes to become more comfortable with negotiating

About the Author: Roger Dawson

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. 

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