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Negotiating For Dummies, 2nd Edition

ISBN: 978-0-470-04522-0
384 pages
February 2007
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Description

People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. 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 confidence and come out feeling like a winner.

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Table of Contents

Foreword.

Introduction.

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.

Index.

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Author Information

Michael C. Donaldson is an ex-Marine. As a 1st Lieutenant, he was selected to be Officer-In-Charge of the first Marine ground combat unit in Vietnam. He went on to earn his law degree from the University of California at Berkeley (Boalt Hall) where he was student body president. He raised his three lovely daughters (Michelle, Amy, and Wendy) as a single parent and is now the proud grandfather of two healthy and happy grandsons (Soul and Caden). He is an avid skier, worldwide hiker, and award-wining photographer. He competed in the Senior Olympics in Gymnastics, winning gold medals for the parallel bars in 1996, 1997, and 1998 and a silver metal for rings in 1998.
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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