Secrets of Power Negotiating

Roger Dawson

Secrets of Power Negotiating

25min

25min

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Secrets of power negotiating introduces us to a whole host of secrets to effective negotiation, which go way beyond the classic win-win concept, when both parties win, (so there is actually no real winner). The point is, that it is possible to win at the negotiating table and reach any objective we have in mind, while also leaving the other party with their own sense of victory, which comes from the pleasure of interacting with each other. In his book, Roger Dawson explains the process of negotiation, using many rea-life examples to help us understand it. He reveals the strategies we can implement in different situations and the traits we need to cultivate, in order to help develop our powers of persuasion.

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Analysis and key concepts

01.

The basic rule for starting off a negotiation: ask for more than you expect to get

02.

Other rules for starting a negotiation: never accept the first offer, and always show surprise when you first hear it

03.

We need to know whether the person we are negotiating with has any decision-making power and when we make a concession, we must ask for something in exchange right away

04.

In the intermediary phase of a negotiation we might experience moments of indifference, a stalemate or a deadlock: these are all things that can be overcome

05.

Closing a negotiation is a very delicate business, but there are strategies that can help

06.

Basic principles of negotiation: usually the person who speaks first is at a disadvantage

07.

The time factor and the information we manage to gather are very important

08.

Never forget to consider cultural differences when conducting negotiations

09.

The biggest power is being able to understand people and that can be done by studying their body language

10.

A good negotiator develops his own personal power and makes the other person feel like the real winner

11.

Quotes

12.

Take-home message

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Many useful tips to:

  • Learn to use tried and tested strategies to manage negotiations.
  • Understand the importance of body language in human interactions.
  • Overcome deadlocks in negotiations.
  • Understand what qualities you need to develop, to become an effective negotiator.

Roger Dawson was born in England and emigrated to California in 1962. He is a professional author and speaker, as well as being president of one of California’s largest real estate companies. He is an expert in negotiation, persuasion and decision making. Dawson has a very successful audiobook program called the Secrets of Power Negotiating, and founded the Power Negotiating Institute in California. In 1991 he was inducted into the Speaker Hall of Fame.

Publishing house:

Weiser

Year:

2010

Pages:

352

ISBN:

978-1601631398