Secrets of Power Negotiating

Roger Dawson

Secrets of Power Negotiating



Download offline

Add to library

Buy the book

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.

read more

read less


Analysis and key concepts


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


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


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


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


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


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


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


Never forget to consider cultural differences when conducting negotiations


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


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




Take-home message

Register for free to access this material!

Create your 4books account now and start your path to self-improvement

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: