By Michael C. Donaldson
ISBN-10: 0071487794
ISBN-13: 9780071487795
ISBN-10: 0071509453
ISBN-13: 9780071509459
By no means worry one other negotiation! Powerhouse leisure attorney and negotiating guru Michael Donaldson has distilled a life of negotiating luck right into a uncomplicated, effortless plan to get you what you will want, in case you wish it-without the angst. If you have ever been doubtful sooner than a negotiation, felt overwhelmed up after, or suggestion you might have and may have negotiated higher, Fearless Negotiating indicates you, step-by-step, how you can erase your fears and preconceptions and faucet into the grasp negotiator that lives inside of you. This brief and compelling consultant is a vital better half to attaining extra worthwhile, significant, and together pleasing company and private relationships and results. Donaldson introduces his remarkably powerful Wish-Want-Walk procedure, which has been effectively provided in seminars world wide: WISH-set a objective for the negotiation WANT-know the place the marketplace is probably to push the consequences WALK-draw the road that you're going to now not go “Wish, wish, stroll” can be your advisor, telling you while to begin the bidding, whilst to hand over while you are forward, and whilst to chop your losses. constructing those 3 issues previously will make you more well-off on the negotiating desk, decrease your pressure, or even assist you are expecting the most probably consequence. Donaldson additionally indicates you the way to utilize a while among growing your Wish-Want-Walk plan and if you happen to cross into the negotiating consultation. He is helping you get in contact together with your internal, natural-born negotiator, making it more straightforward to make establishing bargains, discount with self assurance, and seal the deal you will have.
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Example text
Don’t worry if some HE 19 Copyright © 2007 by Michael C. Donaldson. Click here for terms of use. 20 F E A R L E S S N E G OT I AT I N G ideas engender a chuckle or two. This is where fearless negotiating begins. Don’t let your mind conjure up an imaginary unpleasant reaction to your thoughts. Put words to your Wishes. Write them down. If you don’t begin by listing all your wishes, you run the risk that new ideas will keep popping into your head during the negotiating process. When this happens, you may feel torn and indecisive.
The market rules. The marketplace (your Want) is the single most stabilizing factor in a negotiation. Because Want is really a marketplace projection, it is more akin to a target than to a specific number, although I like the discipline of using a single number when I set up Wish, Want, Walk for any negotiation. Setting HE NEXT ELEMENT IN THE 39 Copyright © 2007 by Michael C. Donaldson. Click here for terms of use. 40 F E A R L E S S N E G OT I AT I N G a specific number as opposed to a range requires you to focus your attention.
Be sure 44 F E A R L E S S N E G OT I AT I N G you understand what limitations you have as far as customer demands are concerned. Plan ahead for requests that make the price go up. That way, when the customer asks for faster delivery or better quality, you can answer by describing the effect that request has on the price. When customers ask for a lower price, you can let them know the impact on quality or delivery time. In our office, quality will not be forsaken, so any rush increases the price.
Fearless Negotiating by Michael C. Donaldson
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