Books Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator by Roger Dawson (Author)

"Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator" by Roger Dawson offers sales professionals practical techniques and strategies to achieve the best possible outcomes in negotiations. Dawson, a renowned master negotiator, emphasizes win-win situations where both parties feel victorious, enhancing relationships and long-term success.

Key elements of the book include:

Understanding the nine elements of power that influence negotiations, such as legitimate power (titles), reward and coercive power, referent power (respect), charismatic power, expertise, situational power, and information power.

Using the art of asking for more than expected to create room for negotiation.

Mastering communication techniques like probing and open-ended questions to gather valuable information.

Adapting to different personality styles and cultural backgrounds for effective negotiation.

Employing 24 powerful closing techniques that help secure agreements.

Leveraging body language, phrasing, and timing to gain advantage.

Improving confidence and control during negotiations by understanding the psychological dynamics at play.