LEADER 05108nam 2200637Ia 450 001 996339136003316 005 20230721030052.0 010 $a1-118-06808-4 010 $a0-470-13990-0 035 $a(CKB)1000000000356908 035 $a(EBL)285164 035 $a(OCoLC)170966500 035 $a(SSID)ssj0000209118 035 $a(PQKBManifestationID)12021409 035 $a(PQKBTitleCode)TC0000209118 035 $a(PQKBWorkID)10262384 035 $a(PQKB)10249830 035 $a(MiAaPQ)EBC285164 035 $a(JP-MeL)3000029154 035 $a(EXLCZ)991000000000356908 100 $a20070308d2007 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aNegotiating for dummies$b[electronic resource] 205 $a2nd ed. 210 $aHoboken, NJ $cWiley$d2007 215 $a1 online resource (385 p.) 225 1 $a--For dummies 300 $aPrevious ed.: Foster City, Calif.: IDG, 1996. 300 $aIncludes index. 311 $a0-470-04522-1 327 $aNegotiating For Dummies, 2nd Edition; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Foreword; Introduction; Who Needs to Read This Book?; Foolish Assumptions; About This Book; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Preparing to Negotiate; Chapter 1: Negotiating for Life; When Am I Negotiating?; The Six Basic Skills of Negotiating; Handling All Sorts of Negotiations; Chapter 2: Knowing What You Want and Preparing to Get It; Creating Your Vision; Deciding How You Are Going to Achieve Your Vision 327 $aPreparing Yourself for NegotiationDefining Your Space; Chapter 3: Mapping the Opposition; Identifying the Person Conducting the Negotiation; Filling Out the Information Checklist; Determining the Negotiator's Level of Authority; Finding the Negotiator's Key Client; Focusing on the Negotiator's Interests; Chapter 4: Knowing the Marketplace; Gathering Information: The One with the Most Knowledge Wins; Playing Detective and Evaluating Info; Preparing from the General to the Specific; Chapter 5: Setting Goals; Setting a Good Goal; Separating Long-Range Goals from Short-Range Goals 327 $aSetting the Opening OfferBreaking the Stone Tablet; Chapter 6: Setting and Enforcing Limits; What It Means to Set Limits; Setting Limits in Three Easy Steps; Enforcing Your Limits; Practicing Negotiating toward a Limit; How to Tell the Other Party When You're the One Walking Away; The Consequences of Not Setting Limits; Re-examining Your Limits; Sometimes, the Best Deal in Town Is No Deal at All; Part II: Getting Your Point Across; Chapter 7: Listening - Really, Truly Listening; Two Quick and Easy Starter Tips to Better Listening; Six Barriers to Being a Good Listener 327 $aBecoming a Good ListenerListening Your Way up the Corporate Ladder; Chapter 8: Asking the Right Questions; Tickle It Out: The Art of Coaxing Out Information; Asking Good Questions: A Real Power Tool; Dealing with Unacceptable Responses; Look for Evidence of Listening; Chapter 9: Listening to Body Language; Everybody's Bilingual; What Our Bodies Can Say; Using Your Knowledge of Body Language in Your Next Negotiation; Don't Believe Everything You See; Chapter 10: Tuning In to Your Inner Voice; The Origins of Your Inner Voice; Bringing Out Your Inner Voice; Heeding Special Messages 327 $aChapter 11: Being Crystal Clear: Telling It Like It IsWhat Being Clear Means; Organizing Your Thoughts for Clarity; Tips for Being Clear; Steering Others to Clarity; Capturing an Audience; When You Have to Say No; Barriers to Clarity; The High Cost of Not Being Clear; Phrases You Should Never Use during a Negotiation; How to Really Garble Communication; Part III: Getting Past the Glitches to Close It Up; Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons; Defining the Pause Button; Telling the Other Person That You Need a Pause; Knowing When to Pause 327 $aIf You're Not the Only One to Pause 330 $aPeople who can't or won't negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they're getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions-everything from buying a car to upping your salary. Find out how to:Develop a negotiating styleMap out the oppositionSet goals and limitsListen, then ask the right questionInterpret body la 410 0$a--For dummies. 606 $aNegotiation 606 $aNegotiation in business 615 0$aNegotiation. 615 0$aNegotiation in business. 676 $a658.4/052 676 $a658.4052 700 $aDonaldson$b Michael C$01008800 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a996339136003316 996 $aNegotiating for dummies$92327673 997 $aUNISA