Book: Secrets of Power Negotiating - Roger Dawson

Power negotiating isn’t about manipulation—it’s about mastering human psychology, strategic discipline, and tactical flexibility. By applying these principles, you’ll consistently secure better terms while leaving buyers feeling they’ve won. The best negotiators don’t fight over the orange; they learn one side needs the peel for a cake, the other the juice.

Key Concepts and Techniques

Ask for More Than You Expect (Overstate Your Demands)

Five Reasons to Ask for More:

Provides negotiating room (you can always concede, but never increase).

You might just get it.

Raises the perceived value of your product/service.

Avoids deadlocks caused by ego conflicts.

Creates a climate where the other side feels they’ve won.

Maximum Plausible Position (MPP): The highest realistic demand that maintains credibility.

Never Accept the First Offer

Saying "yes" too quickly triggers two reactions:

"I could have done better."

"Something must be wrong."

Counter-Gambit: Use higher authority ("I need to check with my team").

The Vise Technique

Respond to proposals with: "You’ll have to do better than that."

Counter-Gambit: Pin them down—"Exactly how much better do I need to do?"

Flinching (React with Shock to Proposals)

A visible reaction (verbal or physical) signals dissatisfaction.

Why It Works: Buyers expect resistance; flinching makes them reconsider.

Counter-Gambit: Call out the tactic playfully ("Nice flinch! Where’d you learn that?").

Reluctant Buyer/Seller Gambit

As a Seller: Act hesitant to create urgency ("I hadn’t planned to sell, but for you…").

As a Buyer: Play hard to get to squeeze concessions ("I’m not sure this works for us…").

Never Offer to Split the Difference

Let the other side propose splitting; then adjust the bracket in your favor.

Example: If they suggest $82K after you’re at $84K, counter with "Let me check with my team."

Trade-Off Gambit

Rule: Never give a concession without getting one in return.

Phrase: "If we can do that for you, what can you do for us?"

Benefits: Stops grinding, elevates concession value, and builds reciprocity.

Nibbling (Asking for Small Extras Late in the Deal)

People concede more after agreeing to the main terms (post-decision reinforcement).

Defense: Show written costs for extras upfront; use higher authority to resist.

Handling "Not in the Budget" (Hot Potato)

Test Validity: "Who has authority to exceed the budget?" or "When does your fiscal year end?"

Shift the problem back to them—don’t let it become yours.

The Declining Value of Services

Concessions lose value quickly; always secure immediate reciprocity.

Example: If you expedite delivery, ask for faster payment on the spot.

Psychological and Strategic Insights

Power Sources in Negotiation:

Legitimate Power: Titles and authority.

Reward/Coercive Power: Ability to give/take away benefits.

Reverence/Charisma: Consistency and likability.

Expertise/Situation/Information: Knowledge and control of context.

Personality Styles & Adaptation:

Pragmatics (Assertive/Unemotional): Fast decisions, facts-driven.

Extraverts (Assertive/Emotional): Enthusiastic, relationship-focused.

Amiables (Unassertive/Emotional): Slow, trust-based, avoids conflict.

Analyticals (Unassertive/Unemotional): Detail-obsessed, rigid.

Key: Mirror their style—don’t overwhelm an analytical with enthusiasm.

Negotiating Drives:

Competitive: Win-lose mindset.

Solutional: Win-win problem-solving.

Personal/Organizational: Ego or internal policy constraints.

Attitudinal: Relies on rapport (but risks appeasement).

Core Principles of a Power Negotiator

Courage & Patience: Probe for info, withstand pressure, and avoid quick deals.

Win-Win Integrity: Push for mutual gains without sacrificing your position.

Active Listening: Take notes, defer judgment, and ask clarifying questions.

Embrace Ambiguity: Comfort with uncertainty separates amateurs from pros.

Competitive Spirit: Treat negotiating as a game with rules.

"No" Is a Starting Point: Rejection is just an opening position.

Strategic Dumbness: Playing naive disarms opponents ("Help me understand…").

Focus on Issues, Not Emotions: Ignore theatrics; track concessions.

International Negotiating Tips

Relationships Over Deals: Many cultures prioritize trust over contracts.

Slow Down: Americans rush; others socialize first.

Silence Is Power: Let the other side break pauses (they’ll often concede).

Gift Dynamics: Reciprocate hospitality to avoid obligation.