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 naïve 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.
Roger Dawson is the founder of the Power Negotiation Institute and one of the country’s top experts on the art of negotiating—SUCCESS Magazine calls him “America’s Premier Business Negotiator.” As a full-time speaker since 1982, Roger has travelled the world to teach business leaders how to improve their profits using his Power Negotiating techniques. He has trained executives at some of the world’s largest companies, including General Foods, General Motors, Xerox, IBM, and Harvard Medical School, and conducted seminars around the world. He resides in La Habra Heights, California.