Never fear another negotiation!
Powerhouse entertainment lawyer and negotiating guru Michael
Donaldson has distilled a lifetime of negotiating success into a simple, straightforward
plan to get you what you want, when you want it-without the angst.
If you've ever been uncertain before a negotiation, felt beaten up after, or
thought you could have and should have negotiated better, Fearless Negotiating shows you,
step by step, how to erase your fears and preconceptions and tap into the master
negotiator that lives within you. This short and compelling guide is an essential
companion to achieving more rewarding, meaningful, and mutually satisfying business and
personal relationships and outcomes.
Donaldson introduces his remarkably effective Wish-Want-Walk Method, which has
been successfully presented in seminars around the world:
- WISH-set a goal for the negotiation
- WANT-know where the market is most likely to push the results
- WALK-draw the line that you will not cross
Wish, Want, Walk will be your guide, telling you when to start the bidding,
when to quit while you're ahead, and when to cut your losses. Establishing these three
points beforehand will make you more comfortable at the negotiating table, reduce your
stress, and even help you predict the likely outcome.
Donaldson also shows you how to make the most of your time between creating
your Wish-Want-Walk plan and when you go into the negotiating session. He helps you get in
touch with your inner, natural-born negotiator, making it easier to make opening offers,
bargain with confidence, and seal the deal you want.
Michael C. Donaldson is an ex-Marine and competitive gymnast whose entertainment
law practice has led him to write about and teach negotiating skills around the world. He
has been co-chair of the Entertainment Section of the Beverly Hills Bar Association and is
listed on Who's Who in American Law. He serves as General Counsel to several non-profit
theater and film organizations, including Film Independent.
Table of Contents
Foreword
Introduction
PART 1: Getting Started
What is a negotiation
Chapter 1: The Plan Plain and Simple
Chapter 2: Making Wishes
Learn more about yourself
Chapter 3: Understanding Want
Chapter 4: Establish Your Walk Away Point
Chapter 5: Getting Ready To Use Your Wish, Want, Walk Plan
PART 2: How Wish, Want, Walk Guides You In The Room
Chapter 6: How Wish, Want, Walk Helps You with the Opening Offer
Chapter 7: How Wish, Want, Walk Helps You Bargain Better
Chapter 8: How Wish, Want, Walk Helps You Learn About Your Opponent
Chapter 9: How Wish, Want, Walk Helps You Negotiate Against a Jerk
Chapter 10: How Wish, Want, Walk helps close the deal
PART 3: Replay
Chapter 11: Wish, Want, Walk as a Predictor
Chapter 12: Measuring Success with Wish, Want, Walk
Chapter 13: Wrapping It Up
160 pages, Hardcover