Negotiating For Dummies, 2nd Edition
- 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 confidence and come out feeling like a winner.
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 Hot Buttons.
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 Complex Negotiations.
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.
In his successful entertainment law practice, Michael represents writers, directors, and producers. He was co-chairman of the Entertainment Section of the Beverly Hills Bar Association and is listed in Who’s Who of American Law. His book Clearance and Copyright is used in 50 film schools across the country.
Michael travels extensively to universities, annual meetings, and corporate headquarters throughout the United States, Asia, and Europe to lead workshops on the topic of negotiating. His expertise, developed over a lifetime of experience and learning, makes him a highly sought-after speaker. Michael’s expansive knowledge of negotiating coupled with his energetic and engaging style delivers powerful results to each seminar attendee.
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