Negotiating Skills In a Day For Dummies

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 dummies.com 66