On the surface, this is an extremely basic book, but it includes some gems about negotiating and closing techniques. These short, concise lessons could prove very valuable. Author Roger Dawson lists 23 closing techniques, 16 tactical gambits and several good ideas on preparing for negotiations. He covers the journey you must take to get to your first salary negotiation - from sending in your resume to mastering the job interview - and he explains how to get more money when you are promoted. His style is chatty and straightforward, and you can easily apply his techniques. The trick is to deploy them at the right times. Experienced negotiators can skip the first few chapters and get right to the meatier strategies. getAbstract recommends this manual to anyone who negotiates salary deals of any kind.
In this summary, you will learn
- What to do in a job interview;
- How to negotiate for a raise or a high salary; and
- How to use various negotiating gambits and closing techniques to get more money.
About the Author
Roger Dawson is a leading expert in negotiating. As a full-time speaker since 1982, he has trained executives, managers and salespeople in the U.S., Canada, Asia and Australia. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople and Secrets of Power Persuasion.