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Fearless Negotiating

ISBN10: 1259584801 | ISBN13: 9781259584800

Fearless Negotiating
ISBN10: 1259584801
ISBN13: 9781259584800
By Michael Donaldson

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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.

Foreword

Introduction

PART 1: Getting Started

What is a negotiation?

Chapter 1: The Plan—Plain and Simple

Chapter 2: Making Wishes

Learn more about yourself

Chapter 3: Understanding Want

Chapter 4: Establish Your Walk Away Point

Chapter 5: Getting Ready To Use Your Wish, Want, Walk Plan

PART 2: How Wish, Want, Walk Guides You In The Room

Chapter 6: How Wish, Want, Walk Helps You with the Opening Offer

Chapter 7: How Wish, Want, Walk Helps You Bargain Better

Chapter 8: How Wish, Want, Walk Helps You Learn About Your Opponent

Chapter 9: How Wish, Want, Walk Helps You Negotiate Against a Jerk

Chapter 10: How Wish, Want, Walk helps close the deal

PART 3: Replay

Chapter 11: Wish, Want, Walk as a Predictor

Chapter 12: Measuring Success with Wish, Want, Walk<>p> Chapter 13: Wrapping It Up

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