Secrets of Power Negotiating

Roger Dawson's approach to negotiation treats the search for a win-win outcome, where everyone wins and nobody loses, as a possibly naive approach in a tough business climate. Power Negotiating, as he calls it, aims to get a negotiator what they want while leaving the other side convinced that it won as well. He takes the process from the first steps to the critical final moves, covering how to spot unethical tactics, where the pressure points lie, how to understand the other party and how to gain the upper hand. He also explains why money matters less than most people assume and analyzes different negotiating styles. Dawson applies the method to business owners, managers, salespeople and parents alike.

Javed Khatri, co-founder of Kustard, said it helped him close many deals by turning each negotiation into an outcome that left every party satisfied.