Fearless Negotiating: The Wish, Want, Walk Method to Reaching Solutions That Work The Wish, Want, Walk Method to Reaching Solutions That Work

by Donaldson, Michael

• ISBN13: 9780071487795
• ISBN10: 0071487794
• Edition: 1st
• Format: Hardcover
• Copyright: 2007-03-22
• Publisher: McGraw-Hill

Summary

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 Negotiatingshows 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.

Author Biography

Michael C. Donaldson is an ex-Marine and competitive gymnast whose entertainment law practice has led him to write about and teach negotiating skills around the world. He has been cochair of the Entertainment Section of the Beverly Hills Bar Association and is listed on Who's Who in American Law. He serves as General Counsel to several non-profit theater and film organizations, including Film Independent.

Table of Contents

Foreword	p. ix
Introduction	p. 1
Getting Started	p. 9
The Plan, Plain and Simple	p. 11
Making Wishes	p. 19
Understanding Want	p. 39
Your Walk-Away Point and Power-Real Power	p. 53
Getting Ready to Use Your Wish-Want-Walk Plan	p. 75
How Wish, Want, Walk Guides You in the Room	p. 85
How Wish, Want, Walk Takes the Fear Out of Making the Opening Offer	p. 87
How Wish, Want, Walk Helps You Bargain without Fear	p. 105
How Wish, Want, Walk Helps You to Learn to Listen	p. 119
How Wish, Want, Walk Helps You Negotiate with a Jerk	p. 137
How Wish, Want, Walk Helps You Close a Deal
Replay	p. 165
Wish, Want, Walk as a Predictor	p. 167
Measuring Success with Wish, Want, Walk	p. 175
Wrapping It Up	p. 183
Table of Contents provided by Ingram. All Rights Reserved.