Author(s) : Unknown

People who can't or won't negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they're getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions--everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating for Dummies, Second Edition, helps you enter any negotiation with confidence and come out feeling like a winner. Negotiating For Dummies, 2nd Edition 3 About the Author 5 Dedication 7 Author’s Acknowledgments 7 Contents at a Glance 9 Table of Contents 11 Foreword 21 Introduction 23 Who Needs to Read This Book? 23 Foolish Assumptions 24 About This Book 24 How This Book Is Organized 25 Icons Used in This Book 27 Where to Go from Here 28 Part I: Preparing to Negotiate 29 Chapter 1: Negotiating for Life 31 When Am I Negotiating? 32 The Six Basic Skills of Negotiating 32 Handling All Sorts of Negotiations 40 Chapter 2: Knowing What You Want and Preparing to Get It 43 Creating Your Vision 44 Deciding How You Are Going to Achieve Your Vision 51 Preparing Yourself for Negotiation 54 Defining Your Space 59 Chapter 3: Mapping the Opposition 63 Identifying the Person Conducting the Negotiation 64 Filling Out the Information Checklist 66 Determining the Negotiator’s Level of Authority 69 Finding the Negotiator’s Key Client 71 Focusing on the Negotiator’s Interests 73 Chapter 4: Knowing the Marketplace 75 Gathering Information: The One with the Most Knowledge Wins 75 Playing Detective and Evaluating Info 79 Preparing from the General to the Specific 82 Chapter 5: Setting Goals 85 Setting a Good Goal 86 Separating Long-Range Goals from Short-Range Goals 91 Setting the Opening Offer 92 Breaking the Stone Tablet 93 Chapter 6: Setting and Enforcing Limits 95 What It Means to Set Limits 96 Setting Limits in Three Easy Steps 97 Enforcing Your Limits 100 Practicing Negotiating toward a Limit 102 How to Tell the Other Party When You’re the One Walking Away 103 The Consequences of Not Setting Limits 106 Re-examining Your Limits 107 Sometimes, the Best Deal in Town Is No Deal at All 107 Part II: Getting Your Point Across 109 Chapter 7: Listening — Really, Truly Listening 111 Two Quick and Easy Starter Tips to Better Listening 112 Six Barriers to Being a Good Listener 113 Becoming a Good Listener 119 Listening Your Way up the Corporate Ladder 123 Chapter 8: Asking the Right Questions 125 Tickle It Out: The Art of Coaxing Out Information 125 Asking Good Questions: A Real Power Tool 129 Dealing with Unacceptable Responses 138 Look for Evidence of Listening 140 Chapter 9: Listening to Body Language 141 Everybody’s Bilingual 142 What Our Bodies Can Say 144 Using Your Knowledge of Body Language in Your Next Negotiation 149 Don’t Believe Everything You See 159 Chapter 10: Tuning In to Your Inner Voice 163 The Origins of Your Inner Voice 164 Bringing Out Your Inner Voice 167 Heeding Special Messages 170 Chapter 11: Being Crystal Clear: Telling It Like It Is 173 What Being Clear Means 173 Organizing Your Thoughts for Clarity 174 Tips for Being Clear 176 Steering Others to Clarity 181 Capturing an Audience 183 When You Have to Say No 184 Barriers to Clarity 185 The High Cost of Not Being Clear 187 Phrases You Should Never Use during a Negotiation 190 How to Really Garble Communication 193 Part III: Getting Past the Glitches to Close It Up 195 Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons 197 Defining the Pause Button 198 Telling the Other Person That You Need a Pause 200 Knowing When to Pause 202 If You’re Not the Only One to Pause 204 Dealing with Your Hot Buttons and Other Emotional Responses 206 Handling Stressful Situations 214 Chapter 13: Dealing with Difficult People and Situations 217 Office Pests 217 Personality Types That Block Closing 224 Chapter 14: Closing the Deal and Feeling Good About It 231 Good Deals, Bad Deals, and Win-Win Negotiating 232 Concessions vs. Conditions 238 What It Means to Close a Deal 240 Understanding the Letter of the Law 241 Recognizing When to Close 243 Knowing How to Close 244 Barriers to Closing 248 Closing When It’s All in the Family 253 When the Deal Is Done 254 Chapter 15: When the Deal Just Won’t Seem to Close 257 Overcoming the Glitches 257 Dirty Tricks That Torment 258 Addressing Red Flags That Come Up When It’s Time to Close 266 Dealing with a Bad Negotiating Environment 268 Managing Conflict When the Deal Won’t Close 270 The Ultimate Glitch: Someone Walks Away 271 Starting All Over Again 275 Part IV: Conducting Cross-Cultural and Complex Negotiations 277 Chapter 16: International Negotiating 279 Understanding “Culture” Before You Negotiate Across the Globe 280 Preparing for a Negotiating Session with Someone from Another Culture 284 Listening Around the World 289 Speaking to Foreigners 290 Observing Body Language 292 Overcoming Unique Issues in International Negotiations 293 Closing Around the World 296 Chapter 17: Negotiating with the Opposite Sex 299 Conversing Between the Sexes 299 Four Strategies for Women Who Want Men to Hear Them 302 Four Strategies for Men Who Want Women to Hear Them 307 Negotiating with Your Spouse, Your Boss, or Your Most Important Customer 312 Chapter 18: Complex Negotiations 315 The Elements of a Complex Negotiation 316 Putting Your Skills to Work in Complex Negotiations 324 Building Your Team 329 Going Back for More: The Renegotiation 330 Chapter 19: Blind Negotiating: Telephone and Internet 335 Putting in the Call 336 Assembling the Participants for a Telephone Chat 339 Making the Most of Your Telephone Negotiation 340 Negotiating via E-Mail 344 Part V: The Part of Tens 349 Chapter 20: Ten Personality Traits of Top Negotiators 351 Empathy 352 Respect 352 Personal Integrity 353 Fairness 353 Patience 354 Responsibility 354 Flexibility 355 Sense of Humor 355 Self-Discipline 355 Stamina 356 Chapter 21: Ten Key Negotiations of Your Life 357 Asking for a Raise 357 Buying a Used Car 359 Buying Engagement and Wedding Rings 360 Planning a Wedding 361 Buying a Home 362 Negotiating a Home Improvement Contract 364 Negotiating a Divorce Settlement 365 Negotiating about Naptime, Curfew, Dessert, and Other Childhood Necessities 366 an Incapacitated Parent 369 Buying Funeral Services 370 Index 371 People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner. Teach Like a Champion 2.0 is a complete update to the international bestseller. This teaching guide is a must-have for new and experienced teachers alike. Over 700,000 teachers around the world already know how the techniques in this book turn educators into classroom champions. With ideas for everything from classroom management to inspiring student engagement, you will be able to perfect your teaching practice right away.

the Art Of Negotiation Is No Simple Thing To Master, But This Guide Is Full Of Tricks And Techniques To Bring Most Any Opponent Around To Your Way Of Thinking.