Master Builders of Iowa

Roger Dawson will be presenting at this year’s 100th Annual Construction Convention & Expo on Wednesday, February 22, 2012, from 9:30 am – 2:45 pm.  The convention will be held in downtown Des Moines at the Iowa Events Center.  Mr. Dawson will give attendees new insights into how to Power Negotiate that will translate into more sales at higher profit margins! Roger will teach attendees how to close more sales at higher profit margins with power negotiating tactics.

• 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.

CLICK HERE to register for Roger Dawson’s Strategic Negotiations.

CLICK HERE to view the entire Construction Industry Convention brochure and schedule of events.