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Inside Secrets from a Master Negotiator
Schh, let us tell you a secret.
In negotiations, there’s no such thing as a win-win situation. It is a myth rarely materialized in reality.
You live your life continually negotiating: a better salary, a better price for the car you want, a lower price for the goods you buy, etc. So, if win-wins do not exist, what can you do? Are you supposed to bear the losses?
Of course not. You should just learn a few things that will raise your chances of making deals you will be satisfied with.
So, we present you the basics of those principles, extensively explained in “Secrets of Power Negotiating”.
Who Should Read “Secrets of Power Negotiating”? And Why?
This book is a rare find!
In it, you will find pages full of valuable strategies that you can utilize in business and everyday life.
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.
We recommend it to all readers since everybody can beneﬁt from knowing how to negotiate a better deal.
About Roger Dawson
Roger Dawson was born in England, but immigrated to the US in 1962 and became a US citizen ten years later. He was the president of one of California’s most prominent real estate companies. In 1982 he decided to become a full-time speaker and author.
“Secrets of Power Negotiating Summary”
You have heard of win-win situations, right? Most probably, you have not only heard of them, but you also try to live your life by creating win-win.
If that is the case, stop doing it!
Win-wins do not occur often enough to make the concept significant. In many transactions, the odds are that the opposite side wants to get the same things as you. Power Negotiators comprehend this and use It to their advantage.
Furthermore, they utilize each strategy available to win, but at the same time, they respect the other person’s feelings.
However, what makes power negotiators unique?
A power negotiator’s goal is to make the opposite side feel that they have won. At the point when you finish the arrangement, they can state conﬁdently that a relationship has been created or improved on the opposite side.
So, you can become a power negotiator only when you make this your goal.
If it is easier for you, think of power negotiating as playing chess.
You play according to a set of guidelines. The distinction is that, in power negotiating, unlike chess, the opposite side does not know the principles. You can utilize this insight to stay one step ahead and to influence the opposite side to react in a way you can predict. Having this in mind, a talented power negotiator comprehends that the result is more an element of science than of art.
Power negotiating includes risk. Along these lines, strategic moves are like chess moves, and they are called by a similar name: gambits. There are six beginning negotiating gambits, seven middle negotiating gambits and ﬁve ending negotiating gambits.
Continue reading to find out which moves and behaviors create this three gambit groups.
Key Lessons from “Secrets of Power Negotiating”:
1. Beginning Negotiating Gambits
2. Middle Negotiating Gambits
3. Ending Negotiating Gambits
Beginning Negotiating Gambits
- Ask for more than you expect to get, a gambit that gives you more room to negotiate.
- Never say “yes” to the ﬁrst offer, a gambit that psychology supports since if you say “yes” right away, the other person will immediately think that they could have done better.
- Flinch at proposals, or in other words try to look surprised by your negotiating “opponent”’s proposals. If you do not do so, the other party will think that there is a possibility they can make you agree to their offer.
- Avoid confrontational negotiation, a gambit that tells you not to argue, and instead try using the FFF (feel, felt, found) formula. In this method you acknowledge the other’s feelings, you state that many others felt the same, and then you say that “you have found that…”.
- The reluctant seller and the reluctant buyer. The reluctant seller says that he would never consider selling something, and the unwilling buyer does the same, in reverse. This is a gambit that can be particularly useful when you are desperate to buy or sell.
- The vise technique uses the expression “You have to do better than that,” followed by silence.
Middle Negotiating Gambits
- Countering the authority dodge is the most frustrating behavior you can experience you will have during negotiations. It is a tactic used to make you think of better terms, and it gives the other person that claims that they have no authority to make a decision more breathing space.
- The declining value of services pushes you to negotiate the cost of service at the moment, and do not agree that the other side will make up to you at some later time.
- Never offer to split the difference.
Secrets Of Power Salary Negotiating (summary) Pdf free. download full
- The set-aside gambit is to ask the other side to set an issue you cannot agree on aside while you continue negotiating on remaining items.
- Change an element of the negotiation can be used to handle a situation when there is no progress, although the talks continue.
- Go for help. Bringing in a mediator is a gambit you can use when in a deadlock.
- Always ask for a trade-off, is a gambit that applies to all concessions no matter their size.
Ending Negotiating Gambits
- Good guy / bad guy is one of the most popular negotiating gambits.
- Nibbling means asking for something more after the negotiators have agreed, most of the time something that some of the parties could not get during negotiations.
- Tapering concessions, a gambit that tells you not to create a pattern of expectations in your negotiating “opponent”’s mind.
- Withdrawing an offer
- Positioning for easy acceptance is a gambit useful when you deal with someone who has negotiating experience.
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“Secrets of Power Negotiating” QuotesCharisma is not a mysterious characteristic that you must be born with, but a skill that you can develop. Click To TweetIt is when you are upset and out of control that you always lose. Click To TweetOne of the cardinal rules of power negotiating is you should ask the other side for more than you expect to get. Click To TweetSometimes you want to create a deadlock. Click To TweetNever say yes to the ﬁrst offer. Click To Tweet
Our Critical Review
While you can reduce the secrets and tools presented in this book to common-sense techniques, many of them are just brilliant, and everyone could make a good use of them.
Learn more and more, in the speed that the world demands.
If you want to improve your negotiation performance, recognize unethical tactics, and practice the strategic principles that drive a great negotiator, the book “Secrets of Power Negotiating”, written by Roger Dawson, was made for you!
It offers a guide for you to improve your persuasion power, analyze different situations that involve a negotiation, besides giving tips on how to understand your opponent’s body language.
Want to know how? So stay with us on this PocketBook and convince anyone to give you exactly what you want (or even more)!
About the book “Secrets of Power Negotiating”
“Secrets of Power Negotiating” is a book that shares the expert knowledge of Roger Dawson about the art of dealing with people during business negotiations.
With 352 pages, this guide has many secrets divided into different aspects of negotiating.
About the author Roger Dawson
Roger Dawson is a negotiating expert and speaker. He has traveled the world to teach business leaders how to close successful deals, expanding their profits.
With all his accumulated knowledge and more than 30 years of experience, he is known as “the greatest negotiator in the USA” by SUCCESS Magazine.
To whom is this book indicated?
The content of the book “Secrets of Power Negotiating” is intended not only for leaders who want to generate more profits in their business but also for anyone who wants to succeed in corporate deals, master the art of negotiation, and avoid being fooled.
Main ideas of the book “Secrets of Power Negotiating”
- The moves of a negotiation;
- What are the stages of a deal;
- How to solve inertia problems of a negotiation;
- Why you should avoid making a trade over the phone;
- Understand who’s on the other side to close a successful deal.
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Overview: Starting the negotiation moves
The first fundamental secret is that you don’t show your game, as the other person doesn’t need to know the rules, according to the book “Secrets of Power Negotiating”.
The initial moves will determine whether you will win or lose. Carefully evaluate your opponent’s information before taking an approach.
On your first move, ask for more than you can have, recommends the author Roger Dawson. This move causes a “comfort” in the opponent’s field, which will probably demand more from your proposal.
Maybe the person won’t require anything... which is perfect! You get what you ordered and that’s it.
Did your opponent propose an offer? Don’t accept it anytime soon. If you are not satisfied with the proposal and think you can do better, say that you will check on the pricing or marketing board.
You don’t have to accept the first offer right away. As much as you are tempted and / or think you are doing the best deal, always think that you can do more.
Avoid conflicts. It is important that the environment is friendly, so (at least in the early stages of the game) don’t argue.
If the adversary, be it another person or company, shows hostility, demonstrate empathy to neutralize it. This smart move is crucial for the opponent to feel identified, and especially for you to compose yourself and think better about it.
As Roger Dawson affirms in the book “Secrets of Power Negotiating”, arguing intensifies the other’s desire to prove they are right.
If they tell you they need something better than your offer, you should ask how this “better” would be. Hence, you can get a specific view of what the other person wants.
Overview: Intermediate trading moves
Once you have established the initial stage of the game, it is time for you to keep the momentum on your side.
The author Roger Dawson explains that you will face pressure from different variables that will be imposed. The important thing is that you remain in charge.
You may be dealing with someone who has no power to make the final decision. However, it may be that this is just a tactic, after all, that person may be playing, just as you are.
Let go of your ego and don’t let that person know that you have the authority to make a decision. If necessary, inflate the other person’s ego to find out whether they are lying or not.
According to the book “Secrets of Power Negotiating”, some negotiations may encounter certain impasses that make it difficult to reach an agreement. At these times, shift your focus and talk about other things. This will save you time.
Also, if you are asked for a concession, don’t ask for anything specific; ask what you will get in return.
Overview: Final negotiation moves
Secrets Of Power Salary Negotiating (summary) Pdf Free Download 64 Bit
At this stage, it is important that the negotiation is in accordance with your wishes, but awakening that feeling of victory in the opponent is also essential.
The tip given by the author Roger Dawson in his book, “Secrets of Power Negotiating”, is to be careful when making concessions to the other party, as this generates a certain expectation.
Narrow them down to make your opponent understand that you are doing your best.
If someone is acting in bad faith and offers you less than you deserve, you can withdraw extended concessions or say that your “top authority” is not flexible about this.
Make concessions at the right time. Congratulate your opponent. Such attitudes lead to easier acceptance. But be careful not to flatter too much and end up in a bad situation.
There are some tactics that people can throw at you that will get you out of focus to get what they want.
Be alert if someone creates a problem about the offer, and then try to exchange for something that really interests you.
Know the competitor’s product (the disadvantages of the competitor’s product). Knowing how to value your proposal is essential to delight the buyer with your product.
Ah, are you the buyer? Then ask for details of the proposal.
However, Roger Dawson alerts that what you can use can also be used against you. Learn to circumvent both situations.
There are other unethical moves, such as making mistakes on purpose, omitting, or even inventing information. The action of these moves depends on your nature regarding the game (and life). But knowing how to strike is essential to avoid those who try to cheat.
Have the other side of the negotiation say their price first. It may be that their offer is better than expected, but not being the first one puts you in a position of advantage: you will have information that allows you to eliminate the differences in proposals.
As the author Roger Dawson affirms in the book “Secrets of Power Negotiating”, this move makes the opponent underestimate you, or help you, without realizing that you are actually counting the advantage.
It is worth mentioning that whoever writes the contract is ahead. Don’t forget to always read it carefully, focus on what matters, and congratulate your opponent. Make them believe they did a good deal.
Overview: How to get out of a dead-end
According to the book “Secrets of Power Negotiating”, both parties to a negotiation may experience certain headaches, such as the aforementioned impasses.
Fortunately, there are solutions to this type of problem. For this, it is necessary to add a third element in your (attempted) negotiation: a mediator or an arbitrator.
The presence of a mediator specialized in the area has grown in the negotiations. It is important in these cases because this person:
- Works as a neutral element;
- Advises both parties, making them rethink their points;
- Leads to a less harmful relationship between negotiators;
- Streamlines the process.
The arbitrator, in turn, after analyzing arguments on both sides, determines who wins and who loses, explains the author Roger Dawson.
But, above all, it is crucial that you have an open attitude to understand the other side, even if you don’t agree.
Overview: Why it is better to negotiate in person
The author Roger Dawson clarifies in “Secrets of Power Negotiating” that most of the negotiation happens through non-verbal communication.
Studying body language gives you the ability to know whether your opponent is satisfied or disappointed during a deal.
If we want to show confidence and tranquility in a conversation, we should not:
- Gesture a lot with the hands or leave them together;
- Have a disproportionate tone of voice;
- Widen the eyes or blink constantly.
Recognizing when someone else is relaxed is important to know the right time to talk about business. So, try to make the other feel relaxed with a greeting, chat, and a smile.
Pay attention to the use of hands. When people are impatient, they often tap their fingertips on their hands. Annoyed, they rub the back of their neck. And if they scratch their heads, they may be confused by what you are saying.
When you make a deal over the phone, you don’t have that ability to understand what the person is feeling without them talking about it. And it becomes more difficult to respond appropriately.
So, try to have eye contact with who you are playing with. And pay attention to each gesture, as it says a lot about people, including you.
What do other authors say about it?
According to Dr. Robert, in his book “Influence: Science and Practice”, everyone uses influence and is a target for it. He explains that persuasion practitioners know exactly what they want and where they want to go, so they use six psychological principles to achieve their goals.
The author Mitch Antony, in his book “Selling with Emotional Intelligence”, believes that skilled professional negotiators can find solutions in situations where others only see obstacles. Your secret is to look beyond your own desires and needs and see the goals of your partners.
Finally, in “Spin Selling”, Neil Rackham points out that the quality of the questions asked is crucial to the success of the negotiation.
Okay, but how can I apply this to my life?
- Don’t hand your game on a plate. You don’t want to give the victory easily, right?;
- In the initial moves, ask for more than you need;
- Don’t give in to the ego to show that you know everything and can do everything. Sometimes, pretending you don't know gives you a step ahead!;
- Be aware of the other person’s body language (and be aware of yours);
- Pay attention to your oratory. Verbal language is essential to say what you want. Your voice should sound proportionate and your arguments consistent.
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Do you feel more prepared to negotiate after learning with the lessons of Roger Dawson? Tell us in the comments!
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