Negotiating for Dummies�

ISBN-10: 0470045221

ISBN-13: 9780470045220

Edition: 2nd 2007 (Revised)

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Description:

A totally up-to-date revision of a classic guide to deal-making Negotiation skills are important for everyone, not just high-powered lawyers and businesspeople. Whether readers are negotiating a raise, a divorce settlement, or business deal, good negotiation skills are vital for success. Negotiating For Dummies, Second Edition provides world-class tips and strategies on effective negotiation and explains how to better employ negotiation tactics in everyday situations-from buying a car to getting a job. This update includes new information on re-negotiating, phone and online negotiation, and international negotiations. An ideal resource for businesspeople, this book is equally appropriate for anyone who negotiates-in other words, everyone. Michael C. Donaldson (Los Angeles, CA) specializes in entertainment and copyright law and has negotiated with and against some of the biggest names in Hollywood.
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Book details

List price: $19.99
Edition: 2nd
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 2/5/2007
Binding: Paperback
Pages: 384
Size: 7.50" wide x 9.25" long x 1.00" tall
Weight: 1.188
Language: English

Foreword
Introduction
Who Needs to Read This Book?
Foolish Assumptions
About This Book
How This Book Is Organized
Preparing to Negotiate
Getting Your Point Across
Getting Past the Glitches to Close It Up
Conducting Cross-Cultural and Complex Negotiations
The Part of Tens
Icons Used in This Book
Where to Go from Here
Preparing to Negotiate
Negotiating for Life
When Am I Negotiating?
The Six Basic Skills of Negotiating
Prepare
Set goals and limits
Listen
Be clear
Push the pause button
Closing the deal
Handling All Sorts of Negotiations
When negotiations get complicated
International negotiations
Negotiations between men and women
Negotiation on the phone and via the Internet
Knowing What You Want and Preparing to Get It
Creating Your Vision
Envisioning your future
Making a commitment
Identifying your values
Deciding How You Are Going to Achieve Your Vision
The three-year plan
Putting your plan into action
Preparing Yourself for Negotiation
A is for Alert
Dressing for success
Walking through the door
Leaving enough time
Defining Your Space
Negotiating on your home turf
Seating with purpose
Planning the environment far in advance
Mapping the Opposition
Identifying the Person Conducting the Negotiation
Filling Out the Information Checklist
Determining the Negotiator's Level of Authority
Finding the Negotiator's Key Client
Aiming to please
Making it personal
Focusing on the Negotiator's Interests
Recognizing faults that can trip you up
Preparing is essential, even if it's someone you know
Knowing the Marketplace
Gathering Information: The One with the Most Knowledge Wins
Browsing the Internet
Visiting the library
Shopping the competition
Asking questions
Reading insider reports
Consulting Consumer Reports
Playing Detective and Evaluating Info
Solving the mystery of value
Recognizing agendas: The source shades the results
Staying informed
Preparing from the General to the Specific
Time
Quality
Quantity
Changes
Risk
Strategic relationship
Setting Goals
Setting a Good Goal
Getting active participation from every team member
Keeping the goals on course
Setting the right number of goals
Setting specific rather than general goals
Setting challenging yet attainable goals
Prioritizing your goals
Separating Long-Range Goals from Short-Range Goals
Setting the Opening Offer
Breaking the Stone Tablet
Setting and Enforcing Limits
What It Means to Set Limits
Setting Limits in Three Easy Steps
Know that you have other choices
Know what the other choices are
Know your "or else"
Enforcing Your Limits
Write down your limits
Establish your resistance point
Tell your team the limits
Never paint yourself into a corner
Practicing Negotiating toward a Limit
How to Tell the Other Party When You're the One Walking Away
The Consequences of Not Setting Limits
Re-examining Your Limits
Sometimes, the Best Deal in Town Is No Deal at All
Getting Your Point Across
Listening - Really, Truly Listening
Two Quick and Easy Starter Tips to Better Listening
Six Barriers to Being a Good Listener
The defense mechanism
Weak self-confidence (the butterflies)
The energy drag
Habit
The preconception
Not expecting value in others
Becoming a Good Listener
Clear away the clutter
Take notes
Ask questions
Count to three
Wake yourself up
Listening Your Way up the Corporate Ladder
Asking the Right Questions
Tickle It Out: The Art of Coaxing Out Information
Battling the jargon
Clarifying relativity
Asking Good Questions: A Real Power Tool
Avoid intimidation
Ask, don't tell
Avoid leading questions
Don't assume anything
Ask open-ended questions
Ask again
Use your asks wisely
Accept no substitutes
Dealing with Unacceptable Responses
Don't tolerate the dodge
Don't accept an assertion for the answer
Don't allow too many pronouns
Look for Evidence of Listening
Listening to Body Language
Everybody's Bilingual
It's written all over your face
Silent signals from the rest of the body
Remember to listen
What Our Bodies Can Say
Matching your body language with your words
Reading someone else's body language
Interpreting conflicting messages
Emphasizing with body language
Using Your Knowledge of Body Language in Your Next Negotiation
Knowing where to stand
Making the first contact
Showing that you're receptive (and knowing if your counterpart isn't)
Seeing a change of heart
Ferreting out boredom
Wearing your confidence on your sleeve
Closing the deal
Don't Believe Everything You See
Different strokes for different folks
Consider the context
Prepare for the bluff
Tuning In to Your Inner Voice
The Origins of Your Inner Voice
The conscious and subconscious mind
Left brain vs. right brain
Processing Information for decision making
Bringing Out Your Inner Voice
Quieting your mind
Brainstorming
Heeding Special Messages
Shady characters
Questionable deals
Pre-buyer's remorse
Being Crystal Clear: Telling It Like It Is
What Being Clear Means
Organizing Your Thoughts for Clarity
P.R.E.P. for a presentation
Outline your points
Tell 'em once, tell 'em twice, tell 'em again
Tips for Being Clear
Know your purpose or goals
Cut the mumbo-jumbo
Keep your commitments
Write it down
Try being a journalist
Steering Others to Clarity
Tangent people
Interrupters
Unprepared people
Too busy to be clear
Capturing an Audience
When You Have to Say No
Barriers to Clarity
Fear of rejection
Fear of hurting someone else
General distractions
The High Cost of Not Being Clear
The highest cost of all
Deals that disappear
The prices you pay without even knowing
Worst case: The deal closes
Phrases You Should Never Use during a Negotiation
"Trust me"
"I'm going to be honest with you"
"Take it or leave it"
"You'll never work in this town again"
A slur of any kind
How to Really Garble Communication
Raise your voice
Leave out details
Don't check to see if you were understood
Walk away and talk at the same time
Assume that everyone understands you
Don't permit any objections or questions
Getting Past the Glitches to Close It Up
Pushing the Pause Button to Turn Off the Hot Buttons
Defining the Pause Button
Telling the Other Person That You Need a Pause
Checking with the boss: A classic that needs a little prep
Taking notes now for pauses later
Coming up with a few pause buttons
Knowing When to Pause
Pausing before a concession
Pausing under pressure
If You're Not the Only One to Pause
Dealing with Your Hot Buttons and Other Emotional Responses
Identifying your hot Buttons
Pushing the pause button on anger
Expressing enthusiasm
Employing a positive attitude
Acting assertively
Dealing with discouragement
Handling Stressful Situations
At War with yourself
Stop, look, and listen...before you have a meltdown
Dealing with Difficult People and Situations
Office Pests
Responding to offensive behavior
Handling the passive-aggressive co-worker
Staying in control during a meeting
Personality Types That Block Closing
The bully
The screamer
The star or the boss
The biased buyer
Closing the Deal and Feeling Good About It
Good Deals, Bad Deals, and Win-Win Negotiating
Assessing the deal
Creating win-win deals
Concessions vs. Conditions
What It Means to Close a Deal
Understanding the Letter of the Law
Legal definition of a closed deal
Offers and counteroffers
Written versus oral contracts
Legal protection before the contract
Recognizing When to Close
Knowing How to Close
The good closer
The only three closing strategies you'll ever need
Using linkage to close
Barriers to Closing
Overcoming fears
Overcoming objections
Closing When It's All in the Family
When the Deal Is Done
Review the process
Set up systems for checking the system
Remember to celebrate!
When the Deal Just Won't Seem to Close
Overcoming the Glitches
Dirty Tricks That Torment
A constant change of position
Good cop, bad cop
The invisible partner
The double message
Nickel and diming
"Let's split the difference and be done"
The hidden agenda
Addressing Red Flags That Come Up When It's Time to Close
"If you accept this price, I'll have a lot more work for you in the future"
"We're in such a rush, why don't we start without a contract?"
"We're such good friends, let's get started right away"
Dealing with a Bad Negotiating Environment
Managing Conflict When the Deal Won't Close
The Ultimate Glitch: Someone Walks Away
If the other party walks away
If the other party comes crawling back
If one of your competitors walks away
If you're the one walking away
Starting All Over Again
Conducting Cross-Cultural and Complex Negotiations
International Negotiating
Understanding "Culture" Before You Negotiate Across the Globe
Respecting cultural differences
Speaking like a native when you aren't
Directing your research to the right culture, subculture, or individual
Preparing for a Negotiating Session with Someone from Another Culture
Deciding whom to invite
Hiring an interpreter
How quick to the kill?
If a meal is involved
Listening Around the World
Listening in Bali
Listening in America
Listening in Japan
Speaking to Foreigners
Observing Body Language
Overcoming Unique Issues in International Negotiations
Choice of language
Currency fluctuations
Time differences
Closing Around the World
Good ol' U.S. of A
Middle East
Japan
Negotiating with the Opposite Sex
Conversing Between the Sexes
Bridging the gap
Tips for women
Tips for men
Four Strategies for Women Who Want Men to Hear Them
Avoid apologies
Be brief
Be direct; don't hint
Avoid emotional displays
Four Strategies for Men Who Want Women to Hear Them
Don't be condescending
Share before deciding
Share something personal
Avoid emotional displays
Negotiating with Your Spouse, Your Boss, or Your Most Important Customer
How negotiations within long-term relationships are different
Tips for negotiating in long-term relationships
Special preparations
Complex Negotiations
The Elements of a Complex Negotiation
Handling the media
Controlling your emotions
Taking a vote
Dealing with multiple parties at the table
Wading through multiple issues
Putting Your Skills to Work in Complex Negotiations
Prepare
Set goals, set limits
Listen
Be clear
Push the pause button
Closing
Building Your Team
Going Back for More: The Renegotiation
A scheduled renegotiation
An unscheduled renegotiation
A conditionally scheduled renegotiation
But I like the contract and I think it's fair
Blind Negotiating: Telephone and Internet
Putting in the Call
Getting past the gatekeeper
Leaving a message
Hitting "0"
Wording your voice mail greeting
Assembling the Participants for a Telephone Chat
Gathering in front of the telephonic campfire
Conferencing with your own equipment
Hiring outside help
Making the Most of Your Telephone Negotiation
Crisp beginnings
When the meeting starts
Speaking with authority
Questions to ask on the telephone
Shaking hands over the phone
Negotiating via E-Mail
The Part of Tens
Ten Personality Traits of Top Negotiators
Empathy
Respect
Personal Integrity
Fairness
Patience
Responsibility
Flexibility
Sense of Humor
Self-Discipline
Stamina
Ten Key Negotiations of Your Life
Asking for a Raise
Buying a Used Car
Buying Engagement and Wedding Rings
Planning a Wedding
Buying a Home
Negotiating a Home Improvement Contract
Negotiating a Divorce Settlement
Negotiating about Naptime, Curfew, Dessert, and Other Childhood Necessities
Preparing to negotiate with your kids
Setting limits for minors
Listening to your kids
Parenting with clarity
Pushing the parental pause button
Closing with kids
Choosing Medical Care for an Incapacitated Parent
Buying Funeral Services
Index
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