Table of Contents
Introduction 1
What You Can Do In A Day 1
Foolish Assumptions 2
Icons Used in This Book 2
Chapter 1: Knowing What It Takes to Negotiate 3
Six Steps of Negotiating 4
Getting prepared 4
Establishing goals and limits 4
Communicating clearly 5
Listening well 5
Pausing as needed 6
Closing the deal 6
Taking the First Step: Research 7
Discovering thyself 7
Learning about the other person 8
Staying current on the marketplace 9
Deciding on Location 9
Getting Started 10
Presenting yourself 11
Opening discussion 11
Chapter 2: Setting Goals and Enforcing Limits 13
Setting Good Goals 13
Thinking about what you want 14
Hearing from the team 14
Striving for attainable goals 15
Making your goals specific and measurable 16
Prioritizing goals 16
Setting Limits to Live By 17
Remembering the other fish in the sea 18
Considering your options 19
Collaborating in setting limits 20
Enforcing Your Limits 20
Chapter 3: Being Crystal Clear: Telling It Like It Is 23
Thinking and Expressing Ideas Clearly 23
Recalling your goals 24
Considering your audience 24
Organizing your thoughts 25
Cutting the mumbo-jumbo 26
Checking for understanding 26
Avoiding Barriers to Clarity 27
Fear of rejection 27
Fear of hurting feelings 27
General distractions 28
Insisting on Clarity from Others 28
Helping poor communicators make sense 29
Handling tactical ambiguity 30
Recognizing the High Cost of Ambiguity 32
Deals that disappear 32
Changes in the atmosphere 33
The worst case: Confusion after closing 34
Chapter 4: Listening with Your Ears and Eyes 35
Becoming a Good Listener 35
Creating a clean space 36
Taking notes 36
Asking questions 37
Waiting to respond 37
Staying alert 38
Listening Actively 38
Understanding Body Language 39
Aligning your body language with your words 39
Reading someone else’s body language 40
Interpreting at-odds messages 42
Noticing When the Other Party Is Tuning Out 43
Chapter 5: Pushing the Pause Button 45
Communicating a Need to Pause 46
Knowing When to Pause 47
Making a concession 48
Feeling pressured 48
Acknowledging someone else’s strain 48
Managing Emotions 49
Dealing with your hot buttons 49
Addressing anger 50
Expressing enthusiasm 50
Staying positive 51
Handling discouragement 51
Chapter 6: Closing a Good Deal 53
Assessing the Good and the Bad to Achieve a Win-Win 53
Establishing conditions for concessions 54
Reviewing the details 55
Overcoming Barriers 57
Recognizing fears 57
Exploring your counterpart’s objections 58
Finding solutions 59
Knowing When and How to Close 60
Setting a deadline 60
Being open to walking away 60
When the Deal Is Done 61
Reviewing the process 61
Checking implementation 62
Celebrating 63
Chapter 7: Where to Go from Here 65
Taking Your First Steps 65
Visiting dummies.com 66
