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Negotiating For Dummies, 2nd Edition

Negotiating For Dummies, 2nd Edition

Michael C. Donaldson, David Frohnmayer (Foreword by)

ISBN: 978-0-470-04522-0

Feb 2007

384 pages

In Stock

$19.99

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.

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.