TY  - BOOK
AU  - Donaldson, Michael C.
TI  - Negotiating for dummies
T2  - For dummies
SN  - 9780470045220
U1  - 658.4052 
PY  - 2007///
CY  - Hoboken
PB  - Wiley Publishing, Inc.
KW  - Negotiation
KW  - Negotiation in business
N1  - TABLE OF CONTENTS
Foreword.
Introduction.

Part I: Preparing to Negotiate.

Chapter 1: Negotiating for Life.

Chapter 2: Knowing What You Want and Preparing to Get It.

Chapter 3: Mapping the Opposition.

Chapter 4: Knowing the Marketplace.

Chapter 5: Setting Goals.

Chapter 6: Setting and Enforcing Limits.

Part II: Getting Your Point Across.

Chapter 7: Listening — Really, Truly Listening.

Chapter 8: Asking the Right Questions.

Chapter 9: Listening to Body Language.

Chapter 10: Tuning In to Your Inner Voice.

Chapter 11: Being Crystal Clear: Telling It Like It Is.

Part III: Getting Past the Glitches to Close It Up.

Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons.

Chapter 13: Dealing with Difficult People and Situations.

Chapter 14: Closing the Deal and Feeling Good About It.

Chapter 15: When the Deal Just Won’t Seem to Close.

Part IV: Conducting Cross-Cultural and Complex Negotiations.

Chapter 16: International Negotiating.

Chapter 17: Negotiating with the Opposite Sex.

Chapter 18: Complex Negotiations.

Chapter 19: Blind Negotiating: Telephone and Internet.

Part V: The Part of Tens.

Chapter 20: Ten Personality Traits of Top Negotiators.

Chapter 21: Ten Key Negotiations of Your Life.

Index
N2  - DESCRIPTION
People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to:
Develop a negotiating style
Map out the opposition
Set goals and limits
Listen, then ask the right question
Interpret body language
Say what you mean with crystal clarity
Deal with difficult people
Push the pause button
Close the deal
Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating for Dummies, Second Edition, helps you enter any negotiation with confidence and come out feeling like a winner
ER  -