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Negotiating for Dummies.

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W
elcome to Negotiating For Dummies, 2nd Edition — a new and
improved way to get what you want in life.
You negotiate all day long, not just on the job but in every situation you
encounter — with your boss or your employees, with your vendors or your
clients, with your spouse or your kids, even with the serviceperson who
comes to your house but doesn’t repair the refrigerator after all. All of these
relationships call for constant negotiation.
A negotiation is any communication in which you are attempting to achieve
the approval, acquiescence, or action of someone else. Most people tend to
think of negotiation in the business context or in connection with major
purchases, such as a home or a car. But you probably spend more of your
energy in one-minute life negotiations such as, “Dad, can I borrow the car?”
or “Honey, will you please put the seat down?” The lessons in this book apply
to both the once-in-a-lifetime, million-dollar deals and the everyday, one-minute
life negotiations.

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Description

Introduction…………………………………………………………1
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
Part I: 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 . . . . . . .21
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

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