Fearless Negotiating / Edition 1

Fearless Negotiating / Edition 1

5.0 20
by Michael Donaldson
     
 

View All Available Formats & Editions

ISBN-10: 0071487794

ISBN-13: 9780071487795

Pub. Date: 03/16/2007

Publisher: McGraw-Hill Professional Publishing

Never fear another negotiation!

Powerhouse entertainment lawyer and negotiating guru Michael Donaldson has distilled a lifetime of negotiating success into a simple, straightforward plan to get you what you want, when you want it-without the angst.

If you've ever been uncertain before a negotiation, felt beaten up after, or thought you could have

Overview

Never fear another negotiation!

Powerhouse entertainment lawyer and negotiating guru Michael Donaldson has distilled a lifetime of negotiating success into a simple, straightforward plan to get you what you want, when you want it-without the angst.

If you've ever been uncertain before a negotiation, felt beaten up after, or thought you could have and should have negotiated better, Fearless Negotiating shows you, step by step, how to erase your fears and preconceptions and tap into the master negotiator that lives within you. This short and compelling guide is an essential companion to achieving more rewarding, meaningful, and mutually satisfying business and personal relationships and outcomes.

Donaldson introduces his remarkably effective Wish-Want-Walk Method, which has been successfully presented in seminars around the world:

  • WISH-set a goal for the negotiation
  • WANT-know where the market is most likely to push the results
  • WALK-draw the line that you will not cross

“Wish, Want, Walk” will be your guide, telling you when to start the bidding, when to quit while you're ahead, and when to cut your losses. Establishing these three points beforehand will make you more comfortable at the negotiating table, reduce your stress, and even help you predict the likely outcome.

Donaldson also shows you how to make the most of your time between creating your Wish-Want-Walk plan and when you go into the negotiating session. He helps you get in touch with your inner, natural-born negotiator, making it easier to make opening offers, bargain with confidence, and seal the deal you want.

Product Details

ISBN-13:
9780071487795
Publisher:
McGraw-Hill Professional Publishing
Publication date:
03/16/2007
Edition description:
1ST
Pages:
160
Product dimensions:
5.10(w) x 8.10(h) x 0.79(d)

Table of Contents


Foreword     ix
Introduction     1
Getting Started     9
The Plan, Plain and Simple     11
Making Wishes     19
Understanding Want     39
Your Walk-Away Point and Power-Real Power     53
Getting Ready to Use Your Wish-Want-Walk Plan     75
How Wish, Want, Walk Guides You in the Room     85
How Wish, Want, Walk Takes the Fear Out of Making the Opening Offer     87
How Wish, Want, Walk Helps You Bargain without Fear     105
How Wish, Want, Walk Helps You to Learn to Listen     119
How Wish, Want, Walk Helps You Negotiate with a Jerk     137
How Wish, Want, Walk Helps You Close a Deal
Replay     165
Wish, Want, Walk as a Predictor     167
Measuring Success with Wish, Want, Walk     175
Wrapping It Up     183

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >

Fearless Negotiating 5 out of 5 based on 0 ratings. 20 reviews.
Guest More than 1 year ago
After reading Michael Donaldson's book Negotiating For Dummies and benefiting from it, I felt compelled to read Fearless Negotiating. Michael gives you a map on how to approach any negotiation that will put you in the driver's seat. Moreover he shows you how to do this so that it is a win win situation for everyone involved. I found this book to be an invaluable resource.
Guest More than 1 year ago
Fearless Negotiating forevermore disproves Woody Allen¿s observation that ¿90% of life is just showing up.¿ I particularly appreciated the chapter on closing the deal where Michael Donaldson discusses a negotiation during which the two sides absolutely wouldn¿t budge on a final point. The Donaldson method for organizing priorities is a sound and sure way to prepare for any sort of negotiation and to avoid losing it in the last fifteen minutes.
Guest More than 1 year ago
Fearless Negotiating will help you in all aspects of your business and even your relationships. In my line of work, filmmaking and distribution, I've found the easy-to-apply Wish-Want-Walk method to be perfect for everything from dealing with networks and distributors to hiring a cameraperson. I had no idea that negotiating skills and strategies could be applied across the board like this. I'm grateful to be able to have this disarmingly simple but profound Wish-Want-Walk approach to use from now on. I had the pleasure of attending an afternoon seminar with author Michael Donaldson a few weeks ago and found him to be a gentle master of negotiating and a terrific teacher. This book is highly recommended for anyone who has to find a point of agreement with another human being -- so, basically everyone!
Guest More than 1 year ago
This book clarifies all ones instincts while focusing the brain on what is really important. If you want to get the job done, read Michael Donaldson¿s book. The simple practical language and style of this book help reduce any fear of asking for what one wants. The process is easy to follow and has great results.
Guest More than 1 year ago
A great read...certainly in-flight and a strong base to build upon while on your way to a negotiating session! This book reminds you that when you approach negotiating (of any kind) you need to prioritize what is most valuable to BOTH sides. A great and easy to remember system¿.Wish, Want , Walk ¿.Love it!
Guest More than 1 year ago
Really cuts to the chase with the art of negotion. Good for anyone who is in business!!!
Guest More than 1 year ago
I read Michael Donaldson's Fearless Negotiating in one sitting, a testiment to its readability and freedom from the usual business cant. His Wish-Want-Walk approach is so clear and sensible, you just know it will give you the angst-free confidence to deal with your next negotiation challenge. I especially liked the chapter on dealing with ¿Jerks¿: The liar, the bully, the screamer, the person who won't shut up, et. al. And interestingly enough, Donaldson's method isn't limited to business. It works in personal relationships as well. I call that win-win.
Guest More than 1 year ago
it is a simple direct approach to get what you want by negotiating. for an artist, who would like not to recognize the business world of art....it is a masterpiece and a must have.
Guest More than 1 year ago
No more will I hold my sweaty palms under a conference table. Fearless Negotiating killed that fear with a deadly accurate, simple and powerful plan that prepares even the meek and mild to master the process. This is a 'must have' book - in business, and in relationships of all kinds - that replaces fear with knowledge, and delivers it with clear, thoughtful, well written examples that are accessible, insightful and keep your ethics intact. A great read, that I'll definitely read again.
Guest More than 1 year ago
This book has proven invaluable in teaching the tools of skillful listening for sucessful negotiating. We have benefited greatly in Mr. Donaldson's suggestions i.e., the art of asking questions.
Guest More than 1 year ago
This is exceptional!!! This book changed my whole outlook on negotiating. I now how to get exactly what I want without sacraficing what some-one else wants!! This is great!
Guest More than 1 year ago
This book is a must have. Learn to walk away from every negotiation with the best possible outcome for all parties involved. This book belongs in a class of it's own
Guest More than 1 year ago
The clearly laid out steps in this book take the guesswork out of negotiating. It can give even novice negotiators the confidence of the pros. Excellent book.
Guest More than 1 year ago
Michael has the unique ability to take a core component of successful negotiating and present it in a way that is easy to understand, compelling in its argument, and profoundly powerful in its application. A definite must have in any business person's library.
Guest More than 1 year ago
The Wish, Want, Walk method is by far the best tool I have seen in my career. It is simple, logical and easy to remember. There are no gimics or tricks, just pure honesty. The foundation of this method is respect for yourself as well the party with whom you are negotiating. This method promotes integrity by teaching how to reach Win/Win results. With Michael's method you'll be able to walk away from every negotition feeling good about who you are.
Guest More than 1 year ago
The clearly laid out steps in this book take the guesswork out of negotiating. It can give even novice negotiators the confidence of the pros. Excellent book.
Guest More than 1 year ago
This book is a must have for all negotiations you wish to pursue. The skills Donaldson teaches are essential for everyday life.
Guest More than 1 year ago
As an attorney I constantly try find ways to help clients understand the negotiating process. Donaldson's books gives me a great tool to break down complex or simple negotiations every day. It is a must read for business or everyday life.
Guest More than 1 year ago
I read this on a flight from NY to LA and found it entertaining and filled with excellent tools for negotiating. I have used his Wish-Want-Walk Method at the office and even at home with solid results. It applies to all kinds of issues. Highly recommend.
Guest More than 1 year ago
A realistic, concrete, and useful book that uses an engaging narrative style. It makes use of many examples, ranging from everyday situations to more monumental negotiations-- I learned guidelines that I can actually put into practice. It is a cut above other books in this category that can seem too `lite¿ or impractical. An excellent read.