Negotiating For Dummies

Negotiating For Dummies


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Negotiating For Dummies by Donaldson

People who can’t or won’t negotiate on their own behalfrun the risk of paying too much, earning too little, and alwaysfeeling like they’re getting gypped. Negotiating ForDummies, Second, Edition offers tips and strategies to help youbecome a more comfortable and effective negotiator. And, it showsyou negotiating can improve many of your everydaytransactions—everything from buying a car to upping yoursalary. Find out how to:

  • Develop a negotiating style
  • Map out the opposition
  • Set goals and limits
  • Listen, then ask the right question
  • Interpret body language
  • Say what you mean with crystal clarity
  • Deal with difficult people
  • Push the pause button
  • Close the deal

Featuring new information on re-negotiating, as well as online,phone, and international negotiations, Negotiating for Dummies,Second Edition, helps you enter any negotiation with confidenceand come out feeling like a winner.

Product Details

ISBN-13: 9780470045220
Publisher: Wiley
Publication date: 02/05/2007
Series: For Dummies Series
Edition description: REV
Pages: 384
Sales rank: 669,136
Product dimensions: 9.06(w) x 10.88(h) x 0.83(d)

About the Author

Michael C. Donaldson is an ex-Marine. As a 1st Lieutenant,he was selected to be Officer-In-Charge of the first Marine groundcombat unit in Vietnam. He went on to earn his law degree from theUniversity of California at Berkeley (Boalt Hall) where he wasstudent body president. He raised his three lovely daughters(Michelle, Amy, and Wendy) as a single parent and is now the proudgrandfather of two healthy and happy grandsons (Soul and Caden). Heis an avid skier, worldwide hiker, and award-wining photographer.He competed in the Senior Olympics in Gymnastics, winning goldmedals for the parallel bars in 1996, 1997, and 1998 and a silvermetal for rings in 1998.
In his successful entertainment law practice, Michael representswriters, directors, and producers. He was co-chairman of theEntertainment Section of the Beverly Hills Bar Association and islisted in Who’s Who of American Law. His book Clearance andCopyright is used in 50 film schools across the country.
Michael travels extensively to universities, annual meetings, andcorporate headquarters throughout the United States, Asia, andEurope to lead workshops on the topic of negotiating. Hisexpertise, developed over a lifetime of experience and learning,makes him a highly sought-after speaker. Michael’s expansiveknowledge of negotiating coupled with his energetic and engagingstyle delivers powerful results to each seminar attendee.

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Table of Contents



Part I: Preparing to Negotiate.

Chapter 1: Negotiating for Life.

Chapter 2: Knowing What You Want and Preparing to Get It.

Chapter 3: Mapping the Opposition.

Chapter 4: Knowing the Marketplace.

Chapter 5: Setting Goals.

Chapter 6: Setting and Enforcing Limits.

Part II: Getting Your Point Across.

Chapter 7: Listening — Really, Truly Listening.

Chapter 8: Asking the Right Questions.

Chapter 9: Listening to Body Language.

Chapter 10: Tuning In to Your Inner Voice.

Chapter 11: Being Crystal Clear: Telling It Like It Is.

Part III: Getting Past the Glitches to Close It Up.

Chapter 12: Pushing the Pause Button to Turn Off the HotButtons.

Chapter 13: Dealing with Difficult People and Situations.

Chapter 14: Closing the Deal and Feeling Good About It.

Chapter 15: When the Deal Just Won’t Seem to Close.

Part IV: Conducting Cross-Cultural and ComplexNegotiations.

Chapter 16: International Negotiating.

Chapter 17: Negotiating with the Opposite Sex.

Chapter 18: Complex Negotiations.

Chapter 19: Blind Negotiating: Telephone and Internet.

Part V: The Part of Tens.

Chapter 20: Ten Personality Traits of Top Negotiators.

Chapter 21: Ten Key Negotiations of Your Life.


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