Secrets of Power Negotiating,15th Anniversary Edition: Inside Secrets from a Master Negotiator

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Red Wheel/Weiser, Oct 20, 2010 - Business & Economics - 352 pages
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Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also.

This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include:
  • Twenty sure-fire negotiating gambits.
  • How to negotiate over the telephone, by e-mail, and via instant messaging.
  • How to read body language.
  • Listening to hidden meanings in conversation.
  • Dealing with people from other cultures.
  • How to become an expert mediator.
Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of 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.

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User Review  - Dangraham - LibraryThing

This is probably the best negotiation book I've read. Great stories, good tips and an easy to read writing style Read full review

Selected pages


Always Congratulate the Other Side
The Art of Arbitration
The Art of Conflict Resolution
Section Three Negotiating Pressure Points
Information power
Being Prepared to Walk Away
Take It or Leave
The Hot Potato

Good GuyBad
How to Taper Concessions
The Withdrawing an Offer Gambit
The Decoy
Cherry picking
The Default
Get the Other Side to Commit First
Dont Let the Other Side Write the Contract
Funny Money
Section Four Negotiating With NonAmericans
A Guide for Non
Negotiating Characteristics of Americans
Negotiating Characteristics of NonAmericans
Section Five Understanding the Players
How to Read People
Hidden Meanings in Conversation
The Personal Characteristics of a Power Negotiator
The Beliefs of a Power Negotiator

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About the author (2010)

Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion (all Career Press).

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