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Negotiating Skills In a Day For Dummies (1118491173) cover image

Negotiating Skills In a Day For Dummies

ISBN: 978-1-118-49117-1
72 pages
November 2012
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Introduction 1

What You Can Do In A Day 1

Foolish Assumptions 2

Icons Used in This Book 2

Chapter 1: Knowing What It Takes to Negotiate 3

Six Steps of Negotiating 4

Getting prepared 4

Establishing goals and limits 4

Communicating clearly 5

Listening well 5

Pausing as needed 6

Closing the deal 6

Taking the First Step: Research 7

Discovering thyself 7

Learning about the other person 8

Staying current on the marketplace 9

Deciding on Location 9

Getting Started 10

Presenting yourself 11

Opening discussion 11

Chapter 2: Setting Goals and Enforcing Limits 13

Setting Good Goals 13

Thinking about what you want 14

Hearing from the team 14

Striving for attainable goals 15

Making your goals specific and measurable 16

Prioritizing goals 16

Setting Limits to Live By 17

Remembering the other fish in the sea 18

Considering your options 19

Collaborating in setting limits 20

Enforcing Your Limits 20

Chapter 3: Being Crystal Clear: Telling It Like It Is 23

Thinking and Expressing Ideas Clearly 23

Recalling your goals 24

Considering your audience 24

Organizing your thoughts 25

Cutting the mumbo-jumbo 26

Checking for understanding 26

Avoiding Barriers to Clarity 27

Fear of rejection 27

Fear of hurting feelings 27

General distractions 28

Insisting on Clarity from Others 28

Helping poor communicators make sense 29

Handling tactical ambiguity 30

Recognizing the High Cost of Ambiguity 32

Deals that disappear 32

Changes in the atmosphere 33

The worst case: Confusion after closing 34

Chapter 4: Listening with Your Ears and Eyes 35

Becoming a Good Listener 35

Creating a clean space 36

Taking notes 36

Asking questions 37

Waiting to respond 37

Staying alert 38

Listening Actively 38

Understanding Body Language 39

Aligning your body language with your words 39

Reading someone else’s body language 40

Interpreting at-odds messages  42

Noticing When the Other Party Is Tuning Out 43

Chapter 5: Pushing the Pause Button 45

Communicating a Need to Pause 46

Knowing When to Pause 47

Making a concession 48

Feeling pressured 48

Acknowledging someone else’s strain 48

Managing Emotions 49

Dealing with your hot buttons 49

Addressing anger 50

Expressing enthusiasm 50

Staying positive 51

Handling discouragement 51

Chapter 6: Closing a Good Deal 53

Assessing the Good and the Bad to Achieve a Win-Win 53

Establishing conditions for concessions 54

Reviewing the details 55

Overcoming Barriers 57

Recognizing fears 57

Exploring your counterpart’s objections 58

Finding solutions 59

Knowing When and How to Close 60

Setting a deadline 60

Being open to walking away 60

When the Deal Is Done 61

Reviewing the process 61

Checking implementation 62

Celebrating 63

Chapter 7: Where to Go from Here 65

Taking Your First Steps 65

Visiting 66

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