Fearless Negotiating / Edition 1

Fearless Negotiating / Edition 1

5.0 20
by Michael Donaldson
     
 

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

…  See more details below

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.

Read More

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

Read More

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >