The Secrets of Power Negotiating
by Roger Dawson · first published 1989
83% recommend17% neutral
Why HN recommends it
A practical, example-driven guide to negotiation tactics such as the flinch and higher-authority moves. It applies beyond a single situation and suits salary, price, and contract negotiations.
Summarised by Claude from recommending comments
Are you a power negotiator? Master negotiator Roger Dawson shows you how to make the most of all your negotiations in the new paperback edition of his classic Secrets of Power Negotiating.This Second Edition has been completely revised and updated to reflect the changing dynamics of business today. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won. 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 p
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…a statement of fact. It may not even be something they really believe. They may just be probing you to see if you will lower your rate. On the (published) advice of Tim Ferriss, I read Roger Dawson's Secrets of Power Negotiating. It's a highly enlightening view into the mind of a relentless game-player. One of Dawson's first recommendations is: When you are negotiating with someone and they name a price, always flinch. If you're…
on “You're Not a Programmer, We Won’t Pay You That Much” ↗…should buy a book about negotiation and then find opportunities to practice. (You might not be hopping jobs at the moment, but you can negotiate a lot more than your salary.) I like Roger Dawson's 'Secrets of Power Negotiating' myself.
on “That dev's salary is higher than mine” ↗I was recently on the job market and read Secrets of Power Negotiating by Roger Dawson. I'm relatively inexperienced and that book gave me a huge confidence boost. I can directly attribute 15% of my compensation to reading it. Even just the "flinch" he talks about netted…
on “The Software Engineer’s Guide to Negotiating a Raise” ↗…previously-made concession, you ask for a price, I give you one, you flinch, etc. There are lots more tactics than just higher authority, although that is a good one. BTW, great book and set of tapes Secrets of Power Negotiating. I used to read/listen to a lot of business books and tapes, and it was one of the few that really made a difference in my work.
on “Wives of Rockstar's San Diego office are up in arms over engineer treatment” ↗…so much the better for the company. If later you feel compelled to write a blog post that justifies your decision to yourself, so much the better for the company. Every person out there should read 'Secrets of Power Negotiating' and 'Secrets of Power Salary Negotiating' by Roger Dawson. Yes, both the titles of the books and the contents inside absolutely scream 'sales toolbox', but I'd ask you to ignore this and power through…
on “Ask HN: Propaganda for creative salary manipulation?” ↗…up got a daily rate roughly $200 USD more than the last. I can barely stomach quoting my current rate to clients, but I'm not going to argue with those willing to pay it. [2] * Read about negotiation. Secrets of Power Negotiating for defence, Getting to Yes for doing the actual negotiating. Biggest bit of advice I can give personally is to shut up more often. Never talk the other person into paying you less money when they're…
on “I must be crazy” ↗A point on negotiation strategy-- find out what the other side wants, let them make the first offer. Recommend reading Roger Dawson > http://www.summarist.net/book/secrets-of-power-negotiating-1...
on “Ask HN: How much should a bootstrapped startup ask for an acquihire?” ↗…want to do business with you. It's OK to shake hands with a prospect and part ways on a friendly basis. You can always circle back a few months later, see if their situation has changed. Suggest reading Secrets of Power Negotiating by Roger Dawson.
on “Ask HN: Your prices are too high” ↗…Things - Great book! Very healthy view of a Christocentric theology. Dracula - Sleeper hit of the year. This book was awesome. Pippi Longstocking - Read this to my son, and we really enjoyed it. The Secrets of Power Negotiating - Helped me out during the process of buying a house by understanding various negotiation gambits. Would recommend. Scrum - Another book that changed the way I work. Would absolutely recommend it.…
on “Ask HN: Books you read in 2015?” ↗Somewhat cheesy title but “Secrets of Power Negotiating” is a classic: https://www.amazon.com/Secrets-Power-Negotiating-15th-Annive...
on “Ask HN: What are the best books on negotiation?” ↗Roger Dawson's Secrets of Power Negotiating. Cheesy title, great book.
on “Ask HN: Best books about non-technical skills you have ever read?” ↗Roger Dawson's Secrets of Power Negotiating is a classic.
on “Ask HN: What is a good book on how to negotiate?” ↗There's a good book about negotiating that I think people here should read, it's called "Secrets of power negotiating". I have a blog post that summarises it but I haven't written it up yet, although I hope to do this soon. It's very practical and includes many examples on how to negotiate, including the example you…
on “That dev's salary is higher than mine” ↗This may not help you in the short term, however, I was recommended a great book called "Secrets of Power Negotiating". The information contained in there is useful beyond this specific dilemma you have.
on “Ask HN: Zillow is trying to acquire my app + domain for "a couple hundred bucks", advice?” ↗…tactic to make the first offer Well, your argument was going better before you went this far, because now I'm going to have to ask you to take it up with Roger Dawson, author of the fairly-well-rated Secrets of Power Negotiating, from whom I learned the tactic of never naming the first number. And, while Dawson is probably exaggerating his status as one of the best negotiators on the planet - because he's got to be prepared…
on “Salary Negotiation: Make More Money, Be More Valued” ↗