Fearless Negotiating / Edition 1

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Overview

Triumph in every transaction, at work, at home, and everywhere else-with

Fearless Negotiating

“Never negotiate alone! Get this book to make sure Michael Donaldson is at your side every time.”-Keith Ferrazzi, bestselling author of Never Eat Alone And Other Secrets To Success, One Relationship At A Time

“After all I have learned from Warren Buffett, Fearless Negotiating is a must read for everyone who wants to improve their confidence in business and life negotiations. The only W missing in Wish, Want, Walk is Wonderful!”-Mary Buffett, bestselling author of Buffettology, and the newly

released The Tao of Warren Buffett

“By following Donaldson's three-step strategy, readers will have the confidence they need to succeed in any negotiation.” -Tom Ortenberg, President, Lionsgate Films

“For everyone who needs to learn how to get what they want with dignity and honor.”-Harvey B. Mackay, author of Swim With Sharks: Without Being Eaten Alive

“We are negotiating each and every day in business and life. Fearless Negotiating's Wish- Want-Walk method is a highly effective approach for reaching favorable resolutions through understanding your goals and those of your adversary.”-Tom James, CEO and Chairman, Raymond James Financial, Inc.

“For any endeavor, business or otherwise, that depends on quality contracts, the potential return on investment of Michael Donaldson's “Wish, Want, Walk” negotiation method is virutally infinite.”-Bob Uhler, President and CEO, MWH Global, Inc.

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Product Details

  • ISBN-13: 9780071487795
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 3/16/2007
  • Edition description: 1ST
  • Edition number: 1
  • Pages: 160
  • Product dimensions: 5.10 (w) x 8.10 (h) x 0.79 (d)

Meet the Author

Michael C. Donaldson is an ex-Marine and competitive gymnast whose entertainment law practice has led him to write about and teach negotiating skills around the world. He has been co-chair of the Entertainment Section of the Beverly Hills Bar Association and is listed on Who's Who in American Law. He serves as General Counsel to several non-profit theater and film organizations, including Film Independent.

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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
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Customer Reviews

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Sort by: Showing all of 20 Customer Reviews
  • Anonymous

    Posted June 19, 2007

    A Must Read Book

    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.

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  • Anonymous

    Posted June 15, 2007

    just showing up, just won't do

    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.

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  • Anonymous

    Posted May 29, 2007

    Wish-Want-Walk WORKS!

    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!

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  • Anonymous

    Posted May 8, 2007

    What Fear?

    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!

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  • Anonymous

    Posted May 14, 2007

    Clear language for clear thinking

    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.

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  • Anonymous

    Posted April 27, 2007

    Fearless Negotiating

    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!

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  • Anonymous

    Posted April 27, 2007

    Fearless Negotiating

    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

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  • Anonymous

    Posted April 24, 2007

    Fearless Negotiating

    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.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted April 24, 2007

    A must have !

    This book is a must have for all negotiations you wish to pursue. The skills Donaldson teaches are essential for everyday life.

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  • Anonymous

    Posted April 26, 2007

    Really adds to the negotiating literature

    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.

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  • Anonymous

    Posted May 2, 2007

    If Ever Knowledge Were Power, It's Here

    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.

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  • Anonymous

    Posted April 30, 2007

    We finally learned to listen!

    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.

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  • Anonymous

    Posted May 3, 2007

    For a novice it is a bible!!

    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.

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  • Anonymous

    Posted May 3, 2007

    Win-Win Winner

    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.

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  • Anonymous

    Posted May 3, 2007

    Really great book!!!

    Really cuts to the chase with the art of negotion. Good for anyone who is in business!!!

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  • Anonymous

    Posted April 21, 2007

    Very readable and very useful book-highly recommended

    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.

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  • Anonymous

    Posted April 22, 2007

    Very Quick Read with ExcellentTools

    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.

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  • Anonymous

    Posted April 23, 2007

    Easy lessons to tackle any negotiation

    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.

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  • Anonymous

    Posted April 26, 2007

    Wow! Tools that can be used by both sides of a negotiation!!!

    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.

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  • Anonymous

    Posted April 27, 2007

    Fearless Negotiating

    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.

    Was this review helpful? Yes  No   Report this review
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