Rating: 
Summary: Great tactics for people without morals or a conscience
Review: A great eye opener for the non-salesperson! However, Dawson's tactics are what make the sales profession a sleazy business. I would never deal with anyone knowingly using these tactics, or at least I'd never deal with them a second time. His negotiating examples are riddled with bogus schemes such as creating fictitious higher authorities (i.e. I'll have to run the deal by my committee, my investors, my partner, etc.) He even suggests making commitments you and the other party know you can't keep. Paraphrasing: 'Come down another $2,000 and I promise to get your invoice payments in 5 days before due date,' Dawson says. 'You and he both know it'll never happen. But at least you let him save face by pretending he got a concession.' Bull-hockey! We're dealing in lies and deceit here, and calling it game. These tactics are good if you are void of moral decency and are not looking for repeat business. Otherwise, learn them so that when you see them, you can run like hell!
Rating:
Summary: Great tactics for people without morals or a conscience
Review: A great eye opener for the non-salesperson! However, Dawson's tactics are what make the sales profession a sleazy business. I would never deal with anyone knowingly using these tactics, or at least I'd never deal with them a second time. His negotiating examples are riddled with bogus schemes such as creating fictitious higher authorities (i.e. I'll have to run the deal by my committee, my investors, my partner, etc.) He even suggests making commitments you and the other party know you can't keep. Paraphrasing: 'Come down another $2,000 and I promise to get your invoice payments in 5 days before due date,' Dawson says. 'You and he both know it'll never happen. But at least you let him save face by pretending he got a concession.' Bull-hockey! We're dealing in lies and deceit here, and calling it game. These tactics are good if you are void of moral decency and are not looking for repeat business. Otherwise, learn them so that when you see them, you can run like hell!
Rating: 
Summary: Great help in my Real Estate Sales. Love this man's work!!
Review: I have enjoyed all of Roger's Books and find them very helpful especially for salespersons just starting their careers although the depth of material is helpful for the most experienced salesman.
Rating:
Summary: Fantastic!
Review: I have read dozens of business, management, sales and "self-improvement" books over the years, but I have never found one more helpful than this book. In addition to being extremely interesting to listen to, the book is filled with dozens of practical ways to improve your abilities to interact with people in business and in your personal life. I first listened to this book more than 10 years ago and I have never forgotten many of the principles it contains. It has helped make my life better and I can give it no greater endorsement than that. I have been listening to these tapes again and the principles taught are just as powerful today as they were 10 years ago.
Rating:
Summary: practical help for business and personal life
Review: I have read dozens of business, management, sales and "self-improvement" books over the years, but I have never found one more helpful than this book. In addition to being extremely interesting to listen to, the book is filled with dozens of practical ways to improve your abilities to interact with people in business and in your personal life. I first listened to this book more than 10 years ago and I have never forgotten many of the principles it contains. It has helped make my life better and I can give it no greater endorsement than that. I have been listening to these tapes again and the principles taught are just as powerful today as they were 10 years ago.
Rating:
Summary: Win-Win
Review: I have read many books of this genre. I listed to this audiobook set and it is great. The presentation quality is excellent, but the content quality is fantastic. For example, his win-win section is better than any other I have seen. Most people (even experts) seem to think that win-win mean that one person wins and the other person is made to think he also wins, but is not quite that way (even if they don't say it, their end result is that it MUST be that way based on their model). Dawson's is a true win-win as is this audiobook.
Rating:
Summary: Outstanding! Great Sales tool for realestate/sales people
Review: My sales have increased by 50% since I started listening to Roger Dawson.Negotating skills are the most important skills a sales person can aquire- Dawson makes it entertaining, simple to understand and practical. I've read and listened to them all but Dawson tells it like it is in the real world. He's been instrimental in helping me become number one in my sales field.
Rating:
Summary: Outstanding! Great Sales tool for realestate/sales people
Review: My sales have increased by 50% since I started listening to Roger Dawson.Negotating skills are the most important skills a sales person can aquire- Dawson makes it entertaining, simple to understand and practical. I've read and listened to them all but Dawson tells it like it is in the real world. He's been instrimental in helping me become number one in my sales field.
Rating:
Summary: Valuable Lessons Well Presented
Review: This audio program is that rare combination of valuable, practical advice presented in an entertaining, easy to absorb manner. It's clear Roger Dawson knows his topic well, but what separates him from the many other "negotiating experts" is that his material is well-organized, and filled with many real-life, entertaining examples of his principles in action, making it easy and fun to learn as you listen. I enjoyed learning about the different negotiating "gambits" (as Dawson calls them), for example "good guy, bad guy", "reluctant buyer/seller", "nibbling", etc. Many of these may seem like basic common sense, but they are the classic techniques used in all negotiations. Dawson shows you not only how to use them, but also how to respond when these techniques are used against you. In my view, the author's "win/win" philosophy strikes just the right balance between hardball tactics and "win/win" fluff that ignores real world tricks. So even if some of these tactics may seem manipulative and unethical, Dawson's point is that it is important to become familiar with them, if only because others may be using them against you. The material is presented at a basic level, so if you are an experienced negotiator, you may not learn much new here. But for the rest of us, a fascinating, entertaining and very practical introduction to the topic. Highly recommended!
Rating:
Summary: Valuable Lessons Well Presented
Review: This audio program is that rare combination of valuable, practical advice presented in an entertaining, easy to absorb manner. It's clear Roger Dawson knows his topic well, but what separates him from the many other "negotiating experts" is that his material is well-organized, and filled with many real-life, entertaining examples of his principles in action, making it easy and fun to learn as you listen. I enjoyed learning about the different negotiating "gambits" (as Dawson calls them), for example "good guy, bad guy", "reluctant buyer/seller", "nibbling", etc. Many of these may seem like basic common sense, but they are the classic techniques used in all negotiations. Dawson shows you not only how to use them, but also how to respond when these techniques are used against you. In my view, the author's "win/win" philosophy strikes just the right balance between hardball tactics and "win/win" fluff that ignores real world tricks. So even if some of these tactics may seem manipulative and unethical, Dawson's point is that it is important to become familiar with them, if only because others may be using them against you. The material is presented at a basic level, so if you are an experienced negotiator, you may not learn much new here. But for the rest of us, a fascinating, entertaining and very practical introduction to the topic. Highly recommended!
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