Details

Introduction 1 <p>What You Can Do In A Day 1</p> <p>Foolish Assumptions 2</p> <p>Icons Used in This Book 2</p> <p>Chapter 1: Knowing What It Takes to Negotiate 3</p> <p>Six Steps of Negotiating 4</p> <p>Getting prepared 4</p> <p>Establishing goals and limits 4</p> <p>Communicating clearly 5</p> <p>Listening well 5</p> <p>Pausing as needed 6</p> <p>Closing the deal 6</p> <p>Taking the First Step: Research 7</p> <p>Discovering thyself 7</p> <p>Learning about the other person 8</p> <p>Staying current on the marketplace 9</p> <p>Deciding on Location 9</p> <p>Getting Started 10</p> <p>Presenting yourself 11</p> <p>Opening discussion 11</p> <p>Chapter 2: Setting Goals and Enforcing Limits 13</p> <p>Setting Good Goals 13</p> <p>Thinking about what you want 14</p> <p>Hearing from the team 14</p> <p>Striving for attainable goals 15</p> <p>Making your goals specific and measurable 16</p> <p>Prioritizing goals 16</p> <p>Setting Limits to Live By 17</p> <p>Remembering the other fish in the sea 18</p> <p>Considering your options 19</p> <p>Collaborating in setting limits 20</p> <p>Enforcing Your Limits 20</p> <p>Chapter 3: Being Crystal Clear: Telling It Like It Is 23</p> <p>Thinking and Expressing Ideas Clearly 23</p> <p>Recalling your goals 24</p> <p>Considering your audience 24</p> <p>Organizing your thoughts 25</p> <p>Cutting the mumbo-jumbo 26</p> <p>Checking for understanding 26</p> <p>Avoiding Barriers to Clarity 27</p> <p>Fear of rejection 27</p> <p>Fear of hurting feelings 27</p> <p>General distractions 28</p> <p>Insisting on Clarity from Others 28</p> <p>Helping poor communicators make sense 29</p> <p>Handling tactical ambiguity 30</p> <p>Recognizing the High Cost of Ambiguity 32</p> <p>Deals that disappear 32</p> <p>Changes in the atmosphere 33</p> <p>The worst case: Confusion after closing 34</p> <p>Chapter 4: Listening with Your Ears and Eyes 35</p> <p>Becoming a Good Listener 35</p> <p>Creating a clean space 36</p> <p>Taking notes 36</p> <p>Asking questions 37</p> <p>Waiting to respond 37</p> <p>Staying alert 38</p> <p>Listening Actively 38</p> <p>Understanding Body Language 39</p> <p>Aligning your body language with your words 39</p> <p>Reading someone else’s body language 40</p> <p>Interpreting at-odds messages  42</p> <p>Noticing When the Other Party Is Tuning Out 43</p> <p>Chapter 5: Pushing the Pause Button 45</p> <p>Communicating a Need to Pause 46</p> <p>Knowing When to Pause 47</p> <p>Making a concession 48</p> <p>Feeling pressured 48</p> <p>Acknowledging someone else’s strain 48</p> <p>Managing Emotions 49</p> <p>Dealing with your hot buttons 49</p> <p>Addressing anger 50</p> <p>Expressing enthusiasm 50</p> <p>Staying positive 51</p> <p>Handling discouragement 51</p> <p>Chapter 6: Closing a Good Deal 53</p> <p>Assessing the Good and the Bad to Achieve a Win-Win 53</p> <p>Establishing conditions for concessions 54</p> <p>Reviewing the details 55</p> <p>Overcoming Barriers 57</p> <p>Recognizing fears 57</p> <p>Exploring your counterpart’s objections 58</p> <p>Finding solutions 59</p> <p>Knowing When and How to Close 60</p> <p>Setting a deadline 60</p> <p>Being open to walking away 60</p> <p>When the Deal Is Done 61</p> <p>Reviewing the process 61</p> <p>Checking implementation 62</p> <p>Celebrating 63</p> <p>Chapter 7: Where to Go from Here 65</p> <p>Taking Your First Steps 65</p> <p>Visiting dummies.com 66</p>

<b>Michael C. Donaldson</b> (Beverly Hills, CA) has negotiated for and against some of the biggest names in Hollywood and has represented big-name actors and producers. He specializes in entertainment and copyright law.

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