Secrets of Power Negotiating by Roger Dawson is a book that teaches readers how to become skilled negotiators. The book is divided into 10 chapters, each of which focuses on a different aspect of negotiating. In this book summary, we will provide a brief overview of each chapter and then conclude with a summary of the main ideas presented in the book.
Chapter 1: Introduction
The first chapter of Secrets of Power Negotiating introduces the idea of negotiating as a skill that can be learned and improved upon. Dawson argues that negotiating is an essential skill for anyone who wants to be successful in business, and that it is not just for lawyers and politicians. He also emphasizes the importance of preparation and research before entering into any negotiation.
Chapter 2: The Psychology of Power Negotiating
In this chapter, Dawson discusses the psychological aspects of negotiating. He explains how to read the other party’s body language and how to use it to your advantage. He also discusses the importance of establishing trust and building relationships with the other party.
Chapter 3: The Four Types of Power Negotiating
This chapter introduces the four types of power negotiating: hardball, softball, compromise, and collaboration. Dawson explains the strengths and weaknesses of each approach and when it is appropriate to use each one.
Chapter 4: The Four Elements of Power Negotiating
In this chapter, Dawson discusses the four elements of power negotiating: leverage, timing, creativity, and presentation. He provides examples of how to use each element to your advantage in a negotiation.
Chapter 5: The Six Steps to Power Negotiating
This chapter outlines the six steps to power negotiating: preparation, research, planning, negotiation, closing, and follow-up. Dawson provides detailed instructions on how to use each step to achieve the best possible outcome in a negotiation.
Chapter 6: The Art of Questioning
In this chapter, Dawson discusses the importance of asking the right questions during a negotiation. He provides examples of open-ended and closed-ended questions and explains how to use them to gather information and build rapport with the other party.
Chapter 7: The Art of Listening
This chapter emphasizes the importance of listening in a negotiation. Dawson explains how to listen actively and how to use what you hear to your advantage. He also discusses the importance of empathy and understanding in building relationships with the other party.
Chapter 8: The Art of Influence
In this chapter, Dawson discusses the art of influence in negotiations. He explains how to use persuasion, reciprocity, and social proof to influence the other party’s decision-making process.
Chapter 9: The Art of Closing
This chapter focuses on the art of closing a negotiation. Dawson provides tips on how to close a deal and how to handle objections from the other party. He also discusses the importance of following up after a negotiation to ensure that the agreement is being honored.
Chapter 10: Conclusion
In the final chapter of Secrets of Power Negotiating, Dawson summarizes the main ideas presented in the book. He emphasizes the importance of preparation, research, and planning in negotiations. He also stresses the need for active listening, empathy, and influence in building relationships with the other party. Overall, Dawson argues that negotiating is a skill that can be learned and improved upon with practice and dedication.
Secrets of Power Negotiating by Roger Dawson is a comprehensive guide to becoming a skilled negotiator. Whether you are new to negotiating or have been doing it for years, this book has something to offer. By following the tips and techniques presented in this book, you can become a more effective negotiator and achieve better outcomes in your business dealings.
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