Smart negotiating : it's a done deal

Select an Action

Place Hold(s)
Add to My Lists
Email
Print

Title:

Personal Author:

Dolan, John Patrick, 1949-

Publication Information:

[s. l.] : Entrepreneur Press, 2006

ISBN:

9781599180038

Subject Term:

Negotiation

Available:*

Library	Item Barcode	Call Number	Material Type	Item Category 1	Status
Searching... PSZ JB	30000010158680	BF637.N4 D64 2006	Open Access Book	Book	Searching... Unknown

Spans the spectrum of negotiation--from business to personal life Leading negotiation books currently on the market are 15 years old and are out of step with today's faster-paced business world Advises readers how to adapt their strategy to different circumstances at a moment's notice Real-life stories illustrate each key point

Author Notes

John Patrick Dolan is an attorney with nearly 30 years' experience in negotiation. He is a legal commentator for Fox News, MSNBC, and Court TV.

Larry Winget

Foreword	p. xi
Preface	p. xv
Chapter 1 The Dolan Strategy for Effective Negotiation	p. 1
Getting Past the Myths of Negotiation	p. 2
What Is Effective Negotiation?	p. 4
The Dolan Strategy	p. 10
It's a Done Deal	p. 12
One Last Thought: Negotiating with Style	p. 13
Chapter 2 Preparing to Implement Your Strategy	p. 17
Be Prepared	p. 19
Passing the Preliminaries	p. 21
Where Do I Stand?	p. 21
What Is My Counterpart's Position?	p. 26
Information Is Power	p. 28
Position Yourself for Maximum Advantage	p. 29
One Last Thought: Six Steps for Negotiation Preparation	p. 30
Chapter 3 Negotiate on the Same Wavelength	p. 33
Understanding the Complexities of Interpersonal Communication	p. 34
How to Get Results through Improved Communication	p. 38
Two-Way Communication: The Key to Negotiating Effectively	p. 44
One Last Thought: Gender Sense in Negotiation	p. 45
Chapter 4 Questions: The Most Powerful Tool of an Expert Negotiator	p. 49
Controlling the Information Balance	p. 50
How to Ask Questions Effectively	p. 54
Answering Questions Effectively Is as Important as Asking Them with Skill	p. 59
Don't Be Afraid to Ask	p. 61
One Last Thought: Practice, Timing, and Discipline: The Essentials for Success	p. 61
Chapter 5 Agree on the Ground Rules before You Jump into the Issues	p. 65
Know What You're Negotiating	p. 66
Discuss Why You Are Meeting, and What Everyone Hopes to Gain	p. 66
Capture the Power of Objective Criteria	p. 67
Setting the Standards Pays Off	p. 73
What to Watch for When Setting Standards	p. 74
One Last Thought: Thrift Stores, Movies, and Mom	p. 77
Chapter 6 Don't Fight: Search for Solutions	p. 81
Moving to the Same Side of the Table	p. 84
Finalize and Clarify	p. 89
Follow Through	p. 90
High Standards Pay Off	p. 91
One Last Thought: World-Class Negotiation: Working Door-to-Door in the Global Village	p. 92
Chapter 7 Mastering Basic Negotiating Tactics	p. 95
Fourteen Common Negotiating Tactics	p. 96
The Dynamics of Tactics	p. 110
One Last Thought: Let's Just Split it Down the Middle	p. 111
Chapter 8 How to Make the Other Side Play Fair	p. 115
Negotiating Ethically Is Not for Sissies	p. 120
How to Avoid Being Manipulated	p. 120
Tolerance and Integrity	p. 126
One Last Thought: An Oral Contract Isn't Worth the Paper It's Written On	p. 126
Chapter 9 Breaking Impasses	p. 129
Pinpointing the Problem	p. 130
Getting Negotiations Going Again	p. 133
Understanding the Impact of Personal Negotiating Style	p. 137
Break Impasses without Giving In	p. 140
Walking Away	p. 140
One Last Thought: Warm Nuts and a Moist Towlette or How to Negotiate Your Way Down the Road	p. 141
Chapter 10 Negotiate with Strength-No Matter What Your Position	p. 145
Winning Starts in Your Mind	p. 146
Build Your Strength through Strategy	p. 147
When All Else Fails	p. 153
A Final Word	p. 156
One Last Thought: Negotiate with Strength No Matter What Your Position	p. 157
About the Author	p. 161
Glossary	p. 163
Index	p. 167

Available:*

On Order

Summary

Summary

Author Notes

Table of Contents