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Roger Dawson is one of America’s top experts in the art of negotiating. He is the Founder of the Power Negotiating Institute. Success Magazine calls him “America’s
premier business negotiator.”
Books, Audio and Video Training
His audio program Secrets of Power Negotiating has passed the $38.5 million sales mark, and is the
largest selling program in the history of business audio publishing.
Nightingale-Conant in Chicago has also published five other audio programs and
three video programs.
Roger has had 17 books published by major publishers. His books have been translated
into Spanish, French, Portuguese, Turkish, Finnish, Hungarian, Polish, Russian,
Japanese, Korean, Arabic, Simplified Chinese and Mandarin. Four have been main
selections of major book clubs.
Roger was born in England and moved to California in 1962. He
became a US citizen in 1972. His business background includes being president
of one of California’s largest real estate companies, with 28 offices, 540
sales associates, and a volume of over $400 million dollars per year.
As a full time speaker since 1982, he has trained managers and
salespeople at the top companies and business associations throughout the
United States, Canada, Europe, Taiwan, China, Malaysia, Singapore, Kuwait,
Nigeria, Colombia, New Zealand and Australia. He was inducted into the Speaker
Hall of Fame in 1991.
Business executives love Roger Dawson for his ability to teach
their people how to improve profits and make more sales with Power Negotiating
Meeting planners love Roger Dawson for his ability to put on a
terrific presentation that is custom tailored to their audiences and filled
with content and humor.
Roger Dawson Will Give Your Audiences a Memorable Presentation that is Lively and Full of Fun.
More importantly he will give your people new insights into how to Power Negotiate that will translate into more sales at higher profit margins for you!
• Are your profits lower because your customers are tougher negotiators now?
• Are your profits down because suppliers are raising prices?
• Are your salespeople making price concessions to get the business?
If you’ll let Roger have three hours with your salespeople he’ll teach them how to close more sales at higher profit margins with Power Negotiating tactics.
Here’s What Roger Will Cover in a Three-Hour Presentation:
Beginning negotiation gambits: How to Flinch, Bracket, Play Reluctant Seller, use the Vise. Six reasons why you should always ask for more. Two reasons for never saying Yes to the first proposal.
Developing personal power: Title Power, Reward and Punishment Power, Consistency Power, Charismatic Power, Information Power, Expertise Power and Situation Power.
Middle negotiating gambits: Higher Authority. Don’t offer to Split the Difference. How to test for validity when faced with a problem. The Declining Value of Services. Always ask for a Trade Off.
The three stages of every negotiation: How to handle an angry person using techniques developed by hostage negotiators.
Ending negotiating gambits; Good Guy / Bad Guy. Nibbling. Walk Away Power. How to handle Impasses and Deadlocks. A brief workshop exercise. Positioning for easy acceptance.
Principles of Power Negotiating: The nine principles that always affect a negotiation.
At the end of each module participants take a brief quiz.
We give you a 19-page outline that includes a gambits quiz.
The All-Day Seminar also Includes:
The five things that make you a good negotiator.
How time pressure affects the outcome.
The importance of gathering information and how to do it.
A one-hour workshop exercise that enables participants to practice what they’ve learned.
Personality styles: how to recognize them and adapt to them.
Negotiating styles: the street fighter, the den mother, the pacifier and the executive style negotiator.
The hallmarks of a good negotiation.
The Two-Day Seminar also Includes:
Win-win negotiating • The different negotiating styles of people around the world • Body language • Hidden meanings in conversation • Three additional in depth workshops • Introduction to decision making and problem solving • The seven keys to credibility • The five negotiating drives
Negotiating is a skill, not just knowledge. You can learn knowledge by listening to a lecture. To learn a skill you must do it. Our students tell us that the opportunity to practice negotiating skills during the no-holds-barred exercises is the most valuable part of the day.