Negotiating for dummies:
An updated introduction to negotiation skills discusses techniques for refining one's listening, selling, and negotiating skills to achieve personal goals in both business and day-to-day transactions.
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Chichester
Wiley
2007
|
| Ausgabe: | 2. ed. |
| Schriftenreihe: | ... for Dummies
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Zusammenfassung: | An updated introduction to negotiation skills discusses techniques for refining one's listening, selling, and negotiating skills to achieve personal goals in both business and day-to-day transactions. |
| Beschreibung: | XX, 364 S. Ill. |
| ISBN: | 9780470045220 |
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| 520 | 3 | |a An updated introduction to negotiation skills discusses techniques for refining one's listening, selling, and negotiating skills to achieve personal goals in both business and day-to-day transactions. | |
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Datensatz im Suchindex
| _version_ | 1804137395088523264 |
|---|---|
| adam_text | Contents at a Glance
Foreword xix
Introduction /
Part 1: Preparing to Negotiate 7
Chapter 1: Negotiating for Life 9
Chapter 2: Knowing What You Want and Preparing to Get It 21
Chapter 3: Mapping the Opposition 41
Chapter 4: Knowing the Marketplace 53
Chapter 5: Setting Goals 63
Chapter 6: Setting and Enforcing Limits 73
Part 11: Getting lour Point Across 87
Chapter 7: Listening — Really, Truly Listening 89
Chapter 8: Asking the Right Questions 103
Chapter 9: Listening to Body Language 119
Chapter 10: Tuning In to Your Inner Voice 141
Chapter 11: Being Crystal Clear: Telling It Like It Is 151
Part 111: Getting Past the Glitches to Close It Up 173
Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons 175
Chapter 13: Dealing with Difficult People and Situations 195
Chapter 14: Closing the Deal and Feeling Good About It 209
Chapter 15: When the Deal Just Won t Seem to Close 235
Part IV: Conducting Cross-Cultural
and Complex Negotiations 255
Chapter 16: International Negotiating 257
Chapter 17: Negotiating with the Opposite Sex 277
Chapter 18: Complex Negotiations 293
Chapter 19: Blind Negotiating: Telephone and Internet 313
PartV: the Part of Tens 327
Chapter 20: Ten Personality Traits of Top Negotiators 329
Chapter 21: Ten Key Negotiations of Your Life 335
Index 369
Table of Contents
Foreword. xix
Introduction /
Who Needs to Read This Book? 1
Foolish Assumptions 2
About This Book 2
How This Book Is Organized 3
Part I: Preparing to Negotiate 3
Part II: Getting Your Point Across 4
Part III: Getting Past the Glitches to Close It Up 4
Part IV: Conducting Cross-Cultural and Complex Negotiations 5
Part V: The Part of Tens 5
Icons Used in This Book 5
Where to Go from Here 6
Parth Preparing to Negotiate 7
Chapter 1: Negotiating for Life 9
When Am I Negotiating? 10
The Six Basic Skills of Negotiating 10
Prepare 11
Set goals and limits 13
Listen 13
Be clear 14
Push the pause button 17
Closing the deal 17
Handling All Sorts of Negotiations 18
When negotiations get complicated 18
International negotiations 19
Negotiations between men and women 19
Negotiation on the phone and via the Internet 20
Chapter 2: Knowing What You Want and Preparing to Get It 2
Creating Your Vision 22
Envisioning your future 23
Making a commitment 26
Identifying your values 28
Deciding How You Are Going to Achieve Your Vision 29
The three-year plan 29
Putting your plan into action 31
Negotiating For Dummies, 2nd Edition
Preparing Yourself for Negotiation 32
A is for Alert 33
Dressing for success 33
Walking through the door 35
Leaving enough time 36
Defining Your Space 37
Negotiating on your home turf 37
Seating with purpose 38
Planning the environment far in advance 39
Chapter 3: Mapping the Opposition 41
Identifying the Person Conducting the Negotiation 42
Filling Out the Information Checklist 44
Determining the Negotiator s Level of Authority 47
Finding the Negotiator s Key Client 49
Aiming to please 49
Making it personal 49
Focusing on the Negotiator s Interests 51
Recognizing faults that can trip you up 51
Preparing is essential, even if it s someone you know 52
Chapter 4: Knowing the Marketplace 53
Gathering Information: The One with the Most Knowledge Wins 53
Browsing the Internet 54
Visiting the library 54
Shopping the competition ......*. 55
Asking questions 55
Reading insider reports 56
Consulting Consumer Reports 56
Playing Detective and Evaluating Info 57
Solving the mystery of value 58
Recognizing agendas: The source shades the results 59
Staying informed 59
Preparing from the General to the Specific 60
Time 60
Quality 60
Quantity 61
Changes 61
Risk 62
Strategic relationship 62
Chapter 5: Setting Goals 63
Setting a Good Goal 64
Getting active participation from every team member 65
Keeping the goals on course 66
Setting the right number of goals 67
i
Table of Contents
Setting specific rather than general goals 67
Setting challenging yet attainable goals 68
Prioritizing your goals 69
Separating Long-Range Goals from Short-Range Goals 69
Setting the Opening Offer 70
Breaking the Stone Tablet 71
Chapter 6: Setting and Enforcing Limits 73
What It Means to Set Limits 74
Setting Limits in Three Easy Steps 75
Know that you have other choices 75
Know what the other choices are 76
Know your or else 77
Enforcing Your Limits 78
Write down your limits 78
Establish your resistance point 78
Tell your team the limits 79
Never paint yourself into a corner 80
Practicing Negotiating toward a Limit 80
How to Tell the Other Party When You re the One Walking Away 81
The Consequences of Not Setting Limits 84
Re-examining Your Limits 85
Sometimes, the Best Deal in Town Is No Deal at All 85
Part 11: Getting lour Point Across 87
Chapter 7: Listening — Really, Truly Listening 89
Two Quick and Easy Starter Tips to Better Listening 90
Six Barriers to Being a Good Listener 91
The defense mechanism 91
Weak self-confidence (the butterflies) 93
The energy drag 94
Habit 95
The preconception 96
Not expecting value in others 97
Becoming a Good Listener 97
Clear away the clutter 97
Take notes 99
Ask questions 100
Count to three 100
Wake yourself up 101
^ Listening Your Way up the Corporate Ladder 101
Chapter 8: Asking the Right Questions 103
Tickle It Out: The Art of Coaxing Out Information 103
Battling the jargon 105
Clarifying relativity 105
Negotiating For Dummies, 2nd Edition
Asking Good Questions: A Real Power Tool 107
Avoid intimidation 109
Ask, don t tell 110
Avoid leading questions 111
Don t assume anything 112
Ask open-ended questions 113
Ask again 114
Use your asks wisely 115
Accept no substitutes 116
Dealing with Unacceptable Responses 116
Don t tolerate the dodge 116
Don t accept an assertion for the answer 117
Don t allow too many pronouns 117
Look for Evidence of Listening 118
Chapter 9: Listening to Body Language 119
Everybody s Bilingual 120
It s written all over your face 120
Silent signals from the rest of the body 120
Remember to listen 121
What Our Bodies Can Say 122
Matching your body language with your words 123
Reading someone else s body language 124
Interpreting conflicting messages 124
Emphasizing with body language 126
Using Your Knowledge of Body Language in Your Next Negotiation.....127
Knowing where to stand 128
Making the first contact 129
Showing that you re receptive (and knowing
if your counterpart isn t) 129
Seeing a change of heart 132
Ferreting out boredom 135
Wearing your confidence on your sleeve 135
Closing the deal 136
Don t Believe Everything You See 137
Different strokes for different folks 138
Consider the context 138
Prepare for the bluff 138
Chapter 10: Tuning In to Your Inner Voice 141
The Origins of Your Inner Voice 142
The conscious and subconscious mind 142
Left brain vs. right brain 144
Processing information for decision making 144
Bringing Out Your Inner Voice 145
Quieting your mind 145
Brainstorming 146
Table of Contents J|
Heeding Special Messages 148
Shady characters 148
Questionable deals 150
Pre-buyer s remorse 150
Chapter 11: Being Crystal Clear: Telling It Like It Is 151
What Being Clear Means 151
Organizing Your Thoughts for Clarity 152
P.R.E.P. for a presentation 152
Outline your points 153
Tell em once, tell em twice, tell em again 153
Tips for Being Clear 154
Know your purpose or goals 155
Cut the mumbo-jumbo 155
Keep your commitments 156
Write it down 156
Try being a journalist 157
Steering Others to Clarity 159
Tangent people 159
Interrupters 159
Unprepared people 160
Too busy to be clear 160
Capturing an Audience 161
When You Have to Say No 162
Barriers to Clarity 163
Fear of rejection 163
Fear of hurting someone else 164
General distractions 164
The High Cost of Not Being Clear 165
The highest cost of all 165
Deals that disappear 166
The prices you pay without even knowing 167
Worst case: The deal closes 167
Phrases You Should Never Use during a Negotiation 168
Trust me 168
I m going to be honest with you 168
Take it or leave it 169
You ll never work in this town again 169
A slur of any kind 170
How to Really Garble Communication 171
Raise your voice 171
Leave out details 171
Don t check to see if you were understood 171
¦j Walk away and talk at the same time 172
Assume that everyone understands you 172
Don t permit any objections or questions 172
Negotiating For Dummies, 2nd Edition
Part 111: Getting Past the Glitches to Close It Up 173
Chapter 12: Pushing the Pause Button
to Turn Off the Hot Buttons 175
Defining the Pause Button 176
Telling the Other Person That You Need a Pause 178
Checking with the boss: A classic that needs a little prep 178
Taking notes now for pauses later 179
Coming up with a few pause buttons 179
Knowing When to Pause 180
Pausing before a concession 181
Pausing under pressure 182
If You re Not the Only One to Pause 182
Dealing with Your Hot Buttons and Other Emotional Responses 184
Identifying your hot buttons 185
Pushing the pause button on anger 185
Expressing enthusiasm 187
Employing a positive attitude 188
Acting assertively 189
Dealing with discouragement 190
Handling Stressful Situations 192
At WAR with yourself 193
Stop, look, and listen... before you have a meltdown 193
Chapter 13: Dealing with Difficult People and Situations 195
Office Pests 195
Responding to offensive behavior 195
Handling the passive-aggressive co-worker 198
Staying in control during a meeting 200
Personality Types That Block Closing 202
The bully 203
The screamer 204
The star or the boss 206
The biased buyer 207
Chapter 14: Closing the Deal and Feeling Good About It 209
Good Deals, Bad Deals, and Win-Win Negotiating 210
Assessing the deal 211
Creating win-win deals 213
Concessions vs. Conditions 216
What It Means to Close a Deal 218
Understanding the Letter of the Law 219
Legal definition of a closed deal 219
Offers and counteroffers 220
Written versus oral contracts 220
Legal protection before the contract 221
Recognizing When to Close 221 I
Table of Contents
Knowing How to Close 222
The good closer 223
The only three closing strategies you ll ever need 224
Using linkage to close 224
Barriers to Closing 226
Overcoming fears 226
Overcoming objections 228
Closing When It s All in the Family 231
When the Deal Is Done 232
Review the process 232
Set up systems for checking the system 233
Remember to celebrate! 234
Chapter 15: When the Deal Just Won t Seem to Close 235
Overcoming the Glitches 235
Dirty Tricks That Torment 236
A constant change of position 236
Good cop, bad cop 237
The invisible partner 238
The double message 240
Nickel and diming 240
Let s split the difference and be done 242
The hidden agenda 242
Addressing Red Flags That Come Up When It s Time to Close 244
If you accept this price, I ll have a lot more work
for you in the future 244
We re in such a rush, why don t we start
without a contract? 245
We re such good friends, let s get started right away 245
Dealing with a Bad Negotiating Environment 246
Managing Conflict When the Deal Won t Close 248
The Ultimate Glitch: Someone Walks Away 249
If the other party walks away 250
If the other party comes crawling back 250
If one of your competitors walks away 251
If you re the one walking away 252
Starting All Over Again 253
Part IV: Conducting Cross-Cutturat
and Complex Negotiations 255
Chapter 16: International Negotiating 2S1
1 Understanding Culture Before You Negotiate Across the Globe 258
Respecting cultural differences 258
Speaking like a native when you aren t 259
Directing your research to the right culture,
subculture, or individual 262
Negotiating For Dummies, 2nd Edition
Preparing for a Negotiating Session with Someone
from Another Culture 262
Deciding whom to invite 263
Hiring an interpreter 263
How quick to the kill? 265
If a meal is involved 266
Listening Around the World 267
Listening in Bali 267
Listening in America 268
Listening in Japan 268
Speaking to Foreigners 268
Observing Body Language 270
Overcoming Unique Issues in International Negotiations 271
Choice of language 272
Currency fluctuations 272
Time differences 273
Closing Around the World 274
Good ol U.S. of A 274
Middle East 275
Japan 275
Chapter 17: Negotiating with the Opposite Sex .277
Conversing Between the Sexes 277
Bridging the gap 278
Tips for women 278
Tips for men 279
Four Strategies for Women Who Want Men to Hear Them 280
Strategy 1: Avoid apologies 281
Strategy 2: Be brief 282
Strategy 3: Be direct; don t hint 283
Strategy 4: Avoid emotional displays 284
Four Strategies for Men Who Want Women to Hear Them 285
Strategy 1: Don t be condescending 286
Strategy 2: Share before deciding 286
Strategy 3: Share something personal 287
Strategy 4: Avoid emotional displays 288
Negotiating with Your Spouse, Your Boss,
or Your Most Important Customer 290
How negotiations within long-term relationships are different ...290
Tips for negotiating in long-term relationships 291
Special preparations 292
Chapter 18: Complex Negotiations 293
The Elements of a Complex Negotiation 294
Handling the media 294
Controlling your emotions 298 ,
Taking a vote 298 J
Table of Contents
Dealing with multiple parties at the table 300
Wading through multiple issues 300
Putting Your Skills to Work in Complex Negotiations 302
Skill #1: Prepare 303
Skill #2: Set goals, set limits 303
Skill #3: Listen 304
Skill #4: Be clear 304
Skill #5: Push the pause button 305
Skill #6: Closing 306
Building Your Team 307
Going Back for More: The Renegotiation 308
A scheduled renegotiation 309
An unscheduled renegotiation 309
A conditionally scheduled renegotiation 310
But I like the contract and I think it s fair 311
Chapter 19: Blind Negotiating: Telephone and Internet 313
Putting in the Call 314
Getting past the gatekeeper 314
Leaving a message 315
Hitting 0 316
Wording your voice mail greeting 316
Assembling the Participants for a Telephone Chat 317
Gathering in front of the telephonic campfire 317
Conferencing with your own equipment 317
Hiring outside help 318
Making the Most of Your Telephone Negotiation 318
Crisp beginnings 319
When the meeting starts 319
Speaking with authority 320
Questions to ask on the telephone 321
Shaking hands over the phone 322
Negotiating via E-Mail 322
Part V: The Part o( Tens 327
Chapter 20: Ten Personality Traits of Top Negotiators 329
Empathy 330
Respect 330
Personal Integrity 331
Fairness 331
Patience 332
i Responsibility 332
flexibility 333
Sense of Humor 333
Self-Discipline 333
Stamina 334
Negotiating For Dummies, 2nd Edition
Chapter 21: Ten Key Negotiations of Your Life 335
Asking for a Raise 335
Buying a Used Car 337
Buying Engagement and Wedding Rings 338
Planning a Wedding 339
Buying a Home 340
Negotiating a Home Improvement Contract 342
Negotiating a Divorce Settlement 343
Negotiating about Naptime, Curfew, Dessert,
and Other Childhood Necessities 344
Preparing to negotiate with your kids 345
Setting limits for minors 345
Listening to your kids 345
Parenting with clarity 346
Pushing the parental pause button 346
Closing with kids 346
Choosing Medical Care for an Incapacitated Parent 347
Buying Funeral Services 348
Index 340
i
|
| adam_txt |
Contents at a Glance
Foreword xix
Introduction /
Part 1: Preparing to Negotiate 7
Chapter 1: Negotiating for Life 9
Chapter 2: Knowing What You Want and Preparing to Get It 21
Chapter 3: Mapping the Opposition 41
Chapter 4: Knowing the Marketplace 53
Chapter 5: Setting Goals 63
Chapter 6: Setting and Enforcing Limits 73
Part 11: Getting \lour Point Across 87
Chapter 7: Listening — Really, Truly Listening 89
Chapter 8: Asking the Right Questions 103
Chapter 9: Listening to Body Language 119
Chapter 10: Tuning In to Your Inner Voice 141
Chapter 11: Being Crystal Clear: Telling It Like It Is 151
Part 111: Getting Past the Glitches to Close It Up 173
Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons 175
Chapter 13: Dealing with Difficult People and Situations 195
Chapter 14: Closing the Deal and Feeling Good About It 209
Chapter 15: When the Deal Just Won't Seem to Close 235
Part IV: Conducting Cross-Cultural
and Complex Negotiations 255
Chapter 16: International Negotiating 257
Chapter 17: Negotiating with the Opposite Sex 277
Chapter 18: Complex Negotiations 293
Chapter 19: Blind Negotiating: Telephone and Internet 313
PartV: the Part of Tens 327
Chapter 20: Ten Personality Traits of Top Negotiators 329
Chapter 21: Ten Key Negotiations of Your Life 335
Index 369
Table of Contents
Foreword. xix
Introduction /
Who Needs to Read This Book? 1
Foolish Assumptions 2
About This Book 2
How This Book Is Organized 3
Part I: Preparing to Negotiate 3
Part II: Getting Your Point Across 4
Part III: Getting Past the Glitches to Close It Up 4
Part IV: Conducting Cross-Cultural and Complex Negotiations 5
Part V: The Part of Tens 5
Icons Used in This Book 5
Where to Go from Here 6
Parth Preparing to Negotiate 7
Chapter 1: Negotiating for Life 9
When Am I Negotiating? 10
The Six Basic Skills of Negotiating 10
Prepare 11
Set goals and limits 13
Listen 13
Be clear 14
Push the pause button 17
Closing the deal 17
Handling All Sorts of Negotiations 18
When negotiations get complicated 18
International negotiations 19
Negotiations between men and women 19
Negotiation on the phone and via the Internet 20
Chapter 2: Knowing What You Want and Preparing to Get It 2\
Creating Your Vision 22
Envisioning your future 23
Making a commitment 26
Identifying your values 28
Deciding How You Are Going to Achieve Your Vision 29
The three-year plan 29
Putting your plan into action 31
Negotiating For Dummies, 2nd Edition
Preparing Yourself for Negotiation 32
A is for Alert 33
Dressing for success 33
Walking through the door 35
Leaving enough time 36
Defining Your Space 37
Negotiating on your home turf 37
Seating with purpose 38
Planning the environment far in advance 39
Chapter 3: Mapping the Opposition 41
Identifying the Person Conducting the Negotiation 42
Filling Out the Information Checklist 44
Determining the Negotiator's Level of Authority 47
Finding the Negotiator's Key Client 49
Aiming to please 49
Making it personal 49
Focusing on the Negotiator's Interests 51
Recognizing faults that can trip you up 51
Preparing is essential, even if it's someone you know 52
Chapter 4: Knowing the Marketplace 53
Gathering Information: The One with the Most Knowledge Wins 53
Browsing the Internet 54
Visiting the library 54
Shopping the competition .*. 55
Asking questions 55
Reading insider reports 56
Consulting Consumer Reports 56
Playing Detective and Evaluating Info 57
Solving the mystery of value 58
Recognizing agendas: The source shades the results 59
Staying informed 59
Preparing from the General to the Specific 60
Time 60
Quality 60
Quantity 61
Changes 61
Risk 62
Strategic relationship 62
Chapter 5: Setting Goals 63
Setting a Good Goal 64
Getting active participation from every team member 65
Keeping the goals on course 66
Setting the right number of goals 67
i
Table of Contents
Setting specific rather than general goals 67
Setting challenging yet attainable goals 68
Prioritizing your goals 69
Separating Long-Range Goals from Short-Range Goals 69
Setting the Opening Offer 70
Breaking the Stone Tablet 71
Chapter 6: Setting and Enforcing Limits 73
What It Means to Set Limits 74
Setting Limits in Three Easy Steps 75
Know that you have other choices 75
Know what the other choices are 76
Know your "or else" 77
Enforcing Your Limits 78
Write down your limits 78
Establish your resistance point 78
Tell your team the limits 79
Never paint yourself into a corner 80
Practicing Negotiating toward a Limit 80
How to Tell the Other Party When You're the One Walking Away 81
The Consequences of Not Setting Limits 84
Re-examining Your Limits 85
Sometimes, the Best Deal in Town Is No Deal at All 85
Part 11: Getting \lour Point Across 87
Chapter 7: Listening — Really, Truly Listening 89
Two Quick and Easy Starter Tips to Better Listening 90
Six Barriers to Being a Good Listener 91
The defense mechanism 91
Weak self-confidence (the butterflies) 93
The energy drag 94
Habit 95
The preconception 96
Not expecting value in others 97
Becoming a Good Listener 97
Clear away the clutter 97
Take notes 99
Ask questions 100
Count to three 100
Wake yourself up 101
^ Listening Your Way up the Corporate Ladder 101
Chapter 8: Asking the Right Questions 103
Tickle It Out: The Art of Coaxing Out Information 103
Battling the jargon 105
Clarifying relativity 105
Negotiating For Dummies, 2nd Edition
Asking Good Questions: A Real Power Tool 107
Avoid intimidation 109
Ask, don't tell 110
Avoid leading questions 111
Don't assume anything 112
Ask open-ended questions 113
Ask again 114
Use your asks wisely 115
Accept no substitutes 116
Dealing with Unacceptable Responses 116
Don't tolerate the dodge 116
Don't accept an assertion for the answer 117
Don't allow too many pronouns 117
Look for Evidence of Listening 118
Chapter 9: Listening to Body Language 119
Everybody's Bilingual 120
It's written all over your face 120
Silent signals from the rest of the body 120
Remember to listen 121
What Our Bodies Can Say 122
Matching your body language with your words 123
Reading someone else's body language 124
Interpreting conflicting messages 124
Emphasizing with body language 126
Using Your Knowledge of Body Language in Your Next Negotiation.127
Knowing where to stand 128
Making the first contact 129
Showing that you're receptive (and knowing
if your counterpart isn't) 129
Seeing a change of heart 132
Ferreting out boredom 135
Wearing your confidence on your sleeve 135
Closing the deal 136
Don't Believe Everything You See 137
Different strokes for different folks 138
Consider the context 138
Prepare for the bluff 138
Chapter 10: Tuning In to Your Inner Voice 141
The Origins of Your Inner Voice 142
The conscious and subconscious mind 142
Left brain vs. right brain 144
Processing information for decision making 144
Bringing Out Your Inner Voice 145
Quieting your mind 145
Brainstorming 146
Table of Contents J|
Heeding Special Messages 148
Shady characters 148
Questionable deals 150
Pre-buyer's remorse 150
Chapter 11: Being Crystal Clear: Telling It Like It Is 151
What Being Clear Means 151
Organizing Your Thoughts for Clarity 152
P.R.E.P. for a presentation 152
Outline your points 153
Tell 'em once, tell 'em twice, tell 'em again 153
Tips for Being Clear 154
Know your purpose or goals 155
Cut the mumbo-jumbo 155
Keep your commitments 156
Write it down 156
Try being a journalist 157
Steering Others to Clarity 159
Tangent people 159
Interrupters 159
Unprepared people 160
Too busy to be clear 160
Capturing an Audience 161
When You Have to Say No 162
Barriers to Clarity 163
Fear of rejection 163
Fear of hurting someone else 164
General distractions 164
The High Cost of Not Being Clear 165
The highest cost of all 165
Deals that disappear 166
The prices you pay without even knowing 167
Worst case: The deal closes 167
Phrases You Should Never Use during a Negotiation 168
"Trust me" 168
"I'm going to be honest with you" 168
"Take it or leave it" 169
"You'll never work in this town again" 169
A slur of any kind 170
How to Really Garble Communication 171
Raise your voice 171
Leave out details 171
Don't check to see if you were understood 171
¦j Walk away and talk at the same time 172
Assume that everyone understands you 172
Don't permit any objections or questions 172
Negotiating For Dummies, 2nd Edition
Part 111: Getting Past the Glitches to Close It Up 173
Chapter 12: Pushing the Pause Button
to Turn Off the Hot Buttons 175
Defining the Pause Button 176
Telling the Other Person That You Need a Pause 178
Checking with the boss: A classic that needs a little prep 178
Taking notes now for pauses later 179
Coming up with a few pause buttons 179
Knowing When to Pause 180
Pausing before a concession 181
Pausing under pressure 182
If You're Not the Only One to Pause 182
Dealing with Your Hot Buttons and Other Emotional Responses 184
Identifying your hot buttons 185
Pushing the pause button on anger 185
Expressing enthusiasm 187
Employing a positive attitude 188
Acting assertively 189
Dealing with discouragement 190
Handling Stressful Situations 192
At WAR with yourself 193
Stop, look, and listen. before you have a meltdown 193
Chapter 13: Dealing with Difficult People and Situations 195
Office Pests 195
Responding to offensive behavior 195
Handling the passive-aggressive co-worker 198
Staying in control during a meeting 200
Personality Types That Block Closing 202
The bully 203
The screamer 204
The star or the boss 206
The biased buyer 207
Chapter 14: Closing the Deal and Feeling Good About It 209
Good Deals, Bad Deals, and Win-Win Negotiating 210
Assessing the deal 211
Creating win-win deals 213
Concessions vs. Conditions 216
What It Means to Close a Deal 218
Understanding the Letter of the Law 219
Legal definition of a closed deal 219
Offers and counteroffers 220
Written versus oral contracts 220
Legal protection before the contract 221
Recognizing When to Close 221 I
Table of Contents
Knowing How to Close 222
The good closer 223
The only three closing strategies you'll ever need 224
Using linkage to close 224
Barriers to Closing 226
Overcoming fears 226
Overcoming objections 228
Closing When It's All in the Family 231
When the Deal Is Done 232
Review the process 232
Set up systems for checking the system 233
Remember to celebrate! 234
Chapter 15: When the Deal Just Won't Seem to Close 235
Overcoming the Glitches 235
Dirty Tricks That Torment 236
A constant change of position 236
Good cop, bad cop 237
The invisible partner 238
The double message 240
Nickel and diming 240
"Let's split the difference and be done" 242
The hidden agenda 242
Addressing Red Flags That Come Up When It's Time to Close 244
"If you accept this price, I'll have a lot more work
for you in the future" 244
"We're in such a rush, why don't we start
without a contract?" 245
"We're such good friends, let's get started right away" 245
Dealing with a Bad Negotiating Environment 246
Managing Conflict When the Deal Won't Close 248
The Ultimate Glitch: Someone Walks Away 249
If the other party walks away 250
If the other party comes crawling back 250
If one of your competitors walks away 251
If you're the one walking away 252
Starting All Over Again 253
Part IV: Conducting Cross-Cutturat
and Complex Negotiations 255
Chapter 16: International Negotiating 2S1
1 Understanding "Culture" Before You Negotiate Across the Globe 258
Respecting cultural differences 258
Speaking like a native when you aren't 259
Directing your research to the right culture,
subculture, or individual 262
Negotiating For Dummies, 2nd Edition
Preparing for a Negotiating Session with Someone
from Another Culture 262
Deciding whom to invite 263
Hiring an interpreter 263
How quick to the kill? 265
If a meal is involved 266
Listening Around the World 267
Listening in Bali 267
Listening in America 268
Listening in Japan 268
Speaking to Foreigners 268
Observing Body Language 270
Overcoming Unique Issues in International Negotiations 271
Choice of language 272
Currency fluctuations 272
Time differences 273
Closing Around the World 274
Good ol' U.S. of A 274
Middle East 275
Japan 275
Chapter 17: Negotiating with the Opposite Sex .277
Conversing Between the Sexes 277
Bridging the gap 278
Tips for women 278
Tips for men 279
Four Strategies for Women Who Want Men to Hear Them 280
Strategy 1: Avoid apologies 281
Strategy 2: Be brief 282
Strategy 3: Be direct; don't hint 283
Strategy 4: Avoid emotional displays 284
Four Strategies for Men Who Want Women to Hear Them 285
Strategy 1: Don't be condescending 286
Strategy 2: Share before deciding 286
Strategy 3: Share something personal 287
Strategy 4: Avoid emotional displays 288
Negotiating with Your Spouse, Your Boss,
or Your Most Important Customer 290
How negotiations within long-term relationships are different .290
Tips for negotiating in long-term relationships 291
Special preparations 292
Chapter 18: Complex Negotiations 293
The Elements of a Complex Negotiation 294
Handling the media 294
Controlling your emotions 298 ,
Taking a vote 298 J
Table of Contents
Dealing with multiple parties at the table 300
Wading through multiple issues 300
Putting Your Skills to Work in Complex Negotiations 302
Skill #1: Prepare 303
Skill #2: Set goals, set limits 303
Skill #3: Listen 304
Skill #4: Be clear 304
Skill #5: Push the pause button 305
Skill #6: Closing 306
Building Your Team 307
Going Back for More: The Renegotiation 308
A scheduled renegotiation 309
An unscheduled renegotiation 309
A conditionally scheduled renegotiation 310
But I like the contract and I think it's fair 311
Chapter 19: Blind Negotiating: Telephone and Internet 313
Putting in the Call 314
Getting past the gatekeeper 314
Leaving a message 315
Hitting "0" 316
Wording your voice mail greeting 316
Assembling the Participants for a Telephone Chat 317
Gathering in front of the telephonic campfire 317
Conferencing with your own equipment 317
Hiring outside help 318
Making the Most of Your Telephone Negotiation 318
Crisp beginnings 319
When the meeting starts 319
Speaking with authority 320
Questions to ask on the telephone 321
Shaking hands over the phone 322
Negotiating via E-Mail 322
Part V: The Part o( Tens 327
Chapter 20: Ten Personality Traits of Top Negotiators 329
Empathy 330
Respect 330
Personal Integrity 331
Fairness 331
Patience 332
i Responsibility 332
flexibility 333
Sense of Humor 333
Self-Discipline 333
Stamina 334
Negotiating For Dummies, 2nd Edition
Chapter 21: Ten Key Negotiations of Your Life 335
Asking for a Raise 335
Buying a Used Car 337
Buying Engagement and Wedding Rings 338
Planning a Wedding 339
Buying a Home 340
Negotiating a Home Improvement Contract 342
Negotiating a Divorce Settlement 343
Negotiating about Naptime, Curfew, Dessert,
and Other Childhood Necessities 344
Preparing to negotiate with your kids 345
Setting limits for minors 345
Listening to your kids 345
Parenting with clarity 346
Pushing the parental pause button 346
Closing with kids 346
Choosing Medical Care for an Incapacitated Parent 347
Buying Funeral Services 348
Index 340
i |
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| author | Donaldson, Michael C. 1939- |
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| classification_rvk | QP 300 |
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| dewey-full | 658.4/052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4/052 |
| dewey-search | 658.4/052 |
| dewey-sort | 3658.4 252 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 2. ed. |
| format | Book |
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| spelling | Donaldson, Michael C. 1939- Verfasser (DE-588)130394637 aut Negotiating for dummies by Michael C. Donaldson 2. ed. Chichester Wiley 2007 XX, 364 S. Ill. txt rdacontent n rdamedia nc rdacarrier ... for Dummies An updated introduction to negotiation skills discusses techniques for refining one's listening, selling, and negotiating skills to achieve personal goals in both business and day-to-day transactions. Negotiation Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlung (DE-588)4062875-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf (DE-588)4048476-2 Ratgeber gnd-content Verhandlungstechnik (DE-588)4134584-8 s DE-604 Verhandlungsführung (DE-588)4187777-9 s 1\p DE-604 Verhandlung (DE-588)4062875-9 s 2\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016326884&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Donaldson, Michael C. 1939- Negotiating for dummies Negotiation Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd Verhandlung (DE-588)4062875-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd |
| subject_GND | (DE-588)4187777-9 (DE-588)4062875-9 (DE-588)4134584-8 (DE-588)4048476-2 |
| title | Negotiating for dummies |
| title_auth | Negotiating for dummies |
| title_exact_search | Negotiating for dummies |
| title_exact_search_txtP | Negotiating for dummies |
| title_full | Negotiating for dummies by Michael C. Donaldson |
| title_fullStr | Negotiating for dummies by Michael C. Donaldson |
| title_full_unstemmed | Negotiating for dummies by Michael C. Donaldson |
| title_short | Negotiating for dummies |
| title_sort | negotiating for dummies |
| topic | Negotiation Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd Verhandlung (DE-588)4062875-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd |
| topic_facet | Negotiation Negotiation in business Verhandlungsführung Verhandlung Verhandlungstechnik Ratgeber |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016326884&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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