Secrets of Power Negotiating by Roger Dawson

Secrets of Power Negotiating

Secrets of Power Negotiating is a book that covers every aspect of the negotiating process with practical, proven advice. The book provides readers with valuable strategies that can be utilized in business and everyday life.

It explains how negotiation holds the key to getting ahead in the workplace, resolving conflicts, and creating value in contracts. The book also emphasizes the importance of preparing, planning, and thinking ahead for a successful negotiation.

The author, Roger Dawson, explains that power leads negotiators to behave more proactively throughout the negotiation process. He identifies six main sources of negotiation power: expert, referent, position, coercive, reward, and influence. The book covers the moves of a negotiation, the stages of a deal, and how to solve inertia problems of a negotiation.

The book is mainly about the “tactics” of negotiation, “gambits” as Roger calls them. Some of them are useful too. But if were to pick a single book on negotiation, this would be it. The insight you will pick up from this book will come in as convenient in daily events, such as purchasing an apartment, as it will when your business’s success is in the picture.

Useful takeaways:

  • Negotiation is a skill that can bring you vast success in all aspects of your life.
  • Powerful negotiators take action and behave more proactively throughout the negotiation process.
  • There are six main sources of negotiation power: expert, referent, position, coercive, reward, and influence.
  • The best negotiators enter a discussion with at least one backup plan, but often more.
  • The goal of a power negotiator is to make the opposite side feel that they have won.
  • Power negotiating includes risk, and strategic moves are like chess moves, called gambits.
  • The result of a negotiation is more an element of science than of art.

What I Liked

Good reference book.

What I Did Not Like

Nothing – does what it promises.

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