Secrets of Power Salary Negotiating: Inside Secrets From a Master Negotiator

by Roger Dawson

Are you earning what you're worth? Master negotiator Roger Dawson, author of the best selling Secrets of Power Negotiating, shows you how to get a better deal from your current employer and how to negotiate the best deal from a new employer.And you won't come off as greedy, overly aggressive or selfish. In fact, you'll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won! Secrets of Power Salary Negotiating covers every aspect of the salary negotiating process with practical, proven From beginning steps to critical final moves; -- How to recognize unethical tactics;-- Key principles of the Power Negotiating strategy;-- Negotiating pressure points;-- Understanding the other party;-- Gaining the upper hand; and -- Analyses of a wide variety of negotiating styles.

In addition to learning how to win in tough salary negotiations, Roger Dawson also teaches you how to become more valuable to your employer or prospective employer. You'll learn how to develop power by developing options and limiting the perceptions of options that your boss has. You'll learn that your value to an employer is in direct relationship to the difficulty they would have replacing you. And you will learn how to develop power and control over your career and gain an amazing ability to get what you want.

Genres: Business

288 pages, Paperback

First published June 30, 2006

About the author

Roger Dawson is 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 resides in La Habra Heights, California.

Reviews

[Lgordo · Rating 2 out of 5]

I didn't wind up reading this book. My husband got to it first, and read me some choice nuggets, and when we finished laughing and peeled ourselves off the floor, I took it back to the library.

This book is for people with Harvard MBAs and maybe marketing degrees. If you're a normal person looking for a normal job, and extreme hubris is looked askance at in your position, then don't bother with this book.

[Jess Kang · Rating 4 out of 5]

The negotiating gambits are repeated here, but the author added in different techniques on closing during the end of the interview to get desirable outcome one wants.

[Brian · Rating 3 out of 5]

In the end I think the ratio of practical advice to bullshit was something like 3:2? Maybe a little better. There is absolutely some good stuff in here and I do t think the book should be overlooked just because a lot of it is fanciful, daydreamy, cringe inducing hokum. I read this book partially because the original "power negotiating" was not available, but also with a keen interest after my first real opportunity to command a salary I deserve found me, a deer in headlights, completely failing to advocate for myself at all. And the author even describes my precise predicament as if he were a fly on the wall. I have no doubt that had I read this book before that negotiation I'd be making more money now. So, especially if you can just grab the audiobook using a library app and put it on as you go about your daily routine for a week, I think this is well worth a listen, even as the author sometimes tosses out scenarios so ludicrous you'd be mortified to find out anyone had overheard you consuming some of this advice.

[Esteban · Rating 4 out of 5]

Well paced, reelevan itemized highlights on power negotation in general.

Some “text-book” examples on how to get specific outcomes on given situations.

I liked the quick pace and straigh-to-the-point approach and recommend it on Audio.

[Duong (Ufo) Nguyen · Rating 5 out of 5]

As someone with not much experience in salary negotiating, I found this book practical and helpful. There is a lot to learn from it. I liked how the author pointed out clearly the gambits and how to overcome them. I liked the straightforward, to the point style of writing as well.

[Ralph N · Rating 1 out of 5]

You will only read points that are made by any other negotiation book you will read.

[Meegen · Rating 3 out of 5]

Pretty good. Some good tips.

[Nada | ندى · Rating 4 out of 5]

Negotiation is a critical skill to master.

[Mira · Rating 4 out of 5]

Questions to ask at the end of an interview:
Who are the major competitors and why are you better than them?
What is you corporate mission statement?
Do you try to promote from within?
Where do you think this company will be 5 years from now?
Are you prepared to make an offer?
When will I hear from you?

Some of the principles in this book are very dated.

[Clark Cole · Rating 4 out of 5]

A fun, easy-to-approach book. Each chapter presents one approach in a succinct, clear way, so that you can read it, get a quick understanding of what to say, and understand why the approach works. Was a great way to catch up with negotiation tactics and get comfortable with the negotiating I'm going to need to do soon...

[Ivo Stoykov · Rating 3 out of 5]

This is a book that list number of well known techniques explaining and summarizing them briefly. Those passing by would'n miss some fundamentals. Those reading it will recall something probably already read. Those lucky enough might learn something.

[Javatis Midget · Rating 3 out of 5]

Gave great advice for standing your ground in negotiating.

[Jacob O'connor · Rating 4 out of 5]

Dawson does it again. Very good advice.


Notes:

(1) A long resume is only a mistake if it's boring (17)

(2) Customize your resume to the job you're apply for (18)

(3) Treat everyone as if she's the most important person you'll meet that day. (26) Personal note: I like this advice for all of life.

(4) don't discuss money until they’ve made an offer (38)

(5) Personal note: if anything, Dawson's tactics are too aggressive (49)

(6) BATNA: Best alternative to a negotiated agreement (78)

(7) Your success in a salary negotiation is in direct relationship with the alternatives you have vs the ones they have (79)

(8) Any time you can draw out an objection, you're ahead, because it gives you an opportunity to answer, and counter that objection. (88)

(9) Concentrate on the issues (91)

(10) Confrontation creates competition (114)

(11) Never make a concession without getting something in return (135)

(12) Be playful. Don't take things too seriously.

(13) When you give people what they want, they'll give you what you want (160)