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Secrets of Power Negotiating: Inside Secrets from a Master Negotiator [Paperback]

Roger Dawson (Author)
5.0 out of 5 stars  See all reviews (8 customer reviews)

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There is a newer edition of this item:
Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator
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Product details

  • Paperback: 320 pages
  • Publisher: Career Press; 2Rev Ed edition (2 Feb 2001)
  • Language: English
  • ISBN-10: 1564144984
  • ISBN-13: 978-1564144980
  • Product Dimensions: 15.9 x 1.7 x 22.9 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Bestsellers Rank: 448,714 in Books (See Top 100 in Books)

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Product Description

Synopsis

Master negotiator, Roger Dawson, shows you how to make the most of all your negotiations in a new paperback edition of this classic title. This second edition of "Secrets of Power Negotiating" has been completely revised and updated to reflect the changing dynamics of business today. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won. This book covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognise unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand and analyses of different negotiating styles. And Power Negotiating can be applied to any situation such as the following. Business owners will learn how to improve profits dramatically. Managers will learn how to become dynamic leaders. Parents will discover how to shape their child's future. Salespeople will learn how to build - and protect - their bottom line.

All readers will find how to develop power and control over their ability to get what they want - in all areas of their lives.

Inside This Book (Learn More)
First Sentence
You have probably heard that the objective of a negotiation is to create a win-win solution. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews
24 of 25 people found the following review helpful
5.0 out of 5 stars Packed With Knowledge! 21 Jun 2001
By A Customer
Format:Hardcover
As you read Roger Dawson's now-classic book, you'll find yourself nodding your head saying, "Those guys used that gambit against me last week." And then you will say, "Never again!" This book is a rarity: A "Secrets of" book that actually provides you with useful tactics that you can employ in daily life and business. In fact, the knowledge you gain from this book will come in just as handy in everyday situations, like buying a car or setting your kid's allowance, as it will when your business' survival is at stake. While the secrets themselves can be reduced to common-sense approaches, many are intuitively brilliant, like the advice to psychically flinch when you hear the other side's first offer. We at getAbstract.com recommend Dawson's insider insights to all readers, because everyone can benefit by negotiating a better deal.
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25 of 31 people found the following review helpful
5.0 out of 5 stars The ONLY book about negotiating you'll EVER need!!! 7 April 2001
By A Customer
Format:Paperback
Roger Dawson IS "The Master". This book is absolutely BRILLIANT! (And I really mean it.) In the book you'll learn virtually all of the strategies, tactics and skills required for successful "Powerful" negotiating in any given situation - and you'll gather a load more info about other thigs as well; such as acquiring a winning personality, reading other people and building confidence. Apart from the book being jam-packed with info and tips, it's well written and laid-out, and dead easy to read. It's so presented that you retain the contents without difficulty. All the knowledge is first-hand and has been tried and tested on the battlefield by Mr Dawson himself. (In the wrong hands this book could be dangerous!) You might think at first that some of the material is what you already know - and some of it you probably do - but stay with it and you'll realise that even if you are aware of some, you've probably not been applying it properly. But there is much in the book that you won't know and it'll save you an awful lot of time, provide shortcuts and help save some disappointments. This book has helped me tremendously (and so has Mr dawson's other books). Mr Dawson is a true professional and it's really worthwhile checking out his other publications as well. Look, I could go on forever praising this book but there just isn't the time nor the space here to do so (there's not even enough stars either here to give it an even higher rating that it deserves). Get the book, study it, try out and practise the material. If you do it diligently there's no reason why you cannot succeed. You won't need another book on negotiating - this is the only one you'll ever need. Go Get It Today!!!
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5.0 out of 5 stars Win-Win Awareness 28 May 2013
By GospodMarko
Format:Hardcover|Amazon Verified Purchase
The point of the book is a search for the win-win situation and outcome.
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? ;)
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5.0 out of 5 stars Get it if you are in sales and serious about selling 23 May 2013
By M Ingledew
Format:Paperback|Amazon Verified Purchase
I bought this after watching an interview with one of the business angels who invested in EverNote - he was asked during his presentation which books he would recommend an entrepreneur to read. He suggested this one, so I quickly headed off to Amazon and read the reviews, then bought it, along with "Getting Past No", but I am still to read that one,

You will read this book (as everyone else has said) nodding your head, saying "I've had that used against me". The concept of Next Higher Authority is so obvious and yet so simple! It's not until he uses an example of buying a car and you go "OF COURSE" and then go "BUGGER" when you realise someone used it on you.. I quickly found myself using some of the Gambits in conversation with my customers and yes, they do indeed work! "So, if I do this for you, what can you do for me?", PO's are coming in quicker all over a sudden!

Simply get this book if you are serious about professional selling or running your own business.
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5.0 out of 5 stars A must have for anyone 11 May 2013
By Stretch
Format:Paperback
Theres so many negotiating gambits this book teaches you and i can relate to a lot of them and can see what people have done to get me to buy something and even get a higher price from me.

I originally got the audio version for the car but it was so good i had to buy the book.

I've already started using these techniques daily in my work and personal life.

A must have book!
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5.0 out of 5 stars Great book 12 Dec 2010
By Ashkan Nerusangy
Format:Kindle Edition
I have read this book three times and still if i read it again, im sure i can learn more
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1 of 2 people found the following review helpful
5.0 out of 5 stars I doubt that a finer work exists. 10 Dec 2008
By T. S. Ward VINE™ VOICE
Format:Paperback
The author has done a fantastic job: all aspects of negotiation are covered. I have learnt a lot from this book. If I could have given it 10 stars then I would have done so.
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