Fearless Negotiating

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.

ISBN 0071487794   Pages 160 ISBN13 9780071487795 (What's this?)   Volumes 1 Publisher McGraw-Hill Education - Europe   Weight (grammes) 347 Imprint McGraw-Hill Professional   Published in London Format Hardback   Height (mm) 214 Publication date 01 Apr 2007   Width (mm) 135 Library of Congress HD   Spine width (mm) 22 DEWEY 658.4052   Academic level Professional / Scholarly DEWEY edition DC22

Ch. 1		The plan, plain and simple		11
Ch. 2		Making wishes		19
Ch. 3		Understanding want		39
Ch. 4		Your walk-away point and power - real power		53
Ch. 5		Getting ready to use your wish-want-walk plan		75
Ch. 6		How wish, want, walk takes the fear out of making the opening offer		87
Ch. 7		How wish, want, walk helps you bargain without fear		105
Ch. 8		How wish, want, walk helps you learn to listen		119
Ch. 9		How wish, want, walk helps you negotiate with a jerk		137
Ch. 10		How wish, want, walk helps you close a deal		155
Ch. 11		Wish, want, walk as a predictor		167
Ch. 12		Measuring success with wish, want, walk		175
Ch. 13		Wrapping it up		183

 Be the first to write a customer review