Roger Dawson

Roger Dawson

America’s Premier Business Negotiator
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Program Descriptions

  • Secrets of Power Negotiating
  • Secrets of Power Negotiating for Salespeople
  • Secrets of Power Persuasion
  • Confident Decision Making

    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.
  • Videos

    Biography Read more

    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 tactics. 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.

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    Call Us 1-800-345-5607


    "Roger Dawson did an excellent job. His interaction with the audience was great as was his knowledge on the subject matter."
    --Rockwell Automation, Inc.

    "Thank you for delivering a great keynote address! Your use of 'H2 Histamine blockers' and 'metered dose inhalers' really caught the audience's attention. We have worked with a lot of professional speakers but never one as well prepared as you."
    --Academy of Managed Care Pharmacies

    "Your styles was superb, humorous, personalized and upbeat. Never has 4 1/2 hours passed so quickly and just as important never has someone 'from the outside' shown such familiarity with our business and our people."
    --Spectrum Emergency Care

    ". . . the tips you gave were right on. I hope to repeat your presentation in 2 or 3 years as a refresher."
    --3M Health Care