Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognize unethical tactics, key principles to the Power Negotiating strat...

Master negotiator Roger Dawson turns his attention to the person on the other side of the desk--the salesperson who's trying to close a deal with the most favorable terms.The goal of most negotiations is to create a win-win situation....

Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive ...