Fearless Negotiating: The Wish, Want, Walk Method to Reaching Solutions That Work - Hardcover

Donaldson, Michael

Hardcover

ISBN 10: 0071487794 ISBN 13: 9780071487795

Publisher: McGraw-Hill Education, 2007

Synopsis

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.

About this title

About the Author:

As a practicing entertainment lawyer, based in Los Angeles for nearly 40 years, Donaldson serves clients that include writers, directors, producers and actors. He has chaired the entertainment division of the Beverly Hills Bar Association, and is general counsel to the Independent Feature Project/West and the International Documentary Association. In 1992, he started teaching negotiating skills at the Entertainment Division of the UCLA Extension Program. The UCLA classes led to his writing Negotiating for Dummies, which has sold almost 150,000 copies and has been translated into nine languages. It is also available as a book on tape. In 1998, Donaldson was asked to teach negotiating skills to a large engineering company that led to a corporate-wide training program and speaking and training events at companies around the world. He is a popular speaker on the subject of copyright, film and negotiating. He has spoken at the Cannes Film Festival, Seattle Film Festival, Palm Springs and Vancouver Film Festivals. He has lectured and/or participated as a panelist for many organizations including U.C.L.A. Extension, University of Houston, University of California, Davis (in Los Angeles), Montgomery Watson University, Colorado, California Lawyers for the Arts, The Independent Feature Project/West, International Documentary Association, The Los Angeles Independent Film Festival, The Sedona Conference, Arizona, Sundance Film Festival, Women in Film, Los Angeles, The Writers Guild Foundation and Cigga Hotels in Milan, Italy. Additionally, he has provided testimony as an expert witness in various entertainment lawsuits.

From the Back Cover:

Triumph in every transaction, at work, at home, and everywhere else-with

Fearless Negotiating

“Never negotiate alone! Get this book to make sure Michael Donaldson is at your side every time.”-Keith Ferrazzi, bestselling author ofNever Eat Alone And Other Secrets To Success, One Relationship At A Time

“After all I have learned from Warren Buffett, Fearless Negotiating is a must read for everyone who wants to improve their confidence in business and life negotiations. The only W missing in Wish, Want, Walk is Wonderful!”-Mary Buffett, bestselling author of Buffettology, and the newlyreleased The Tao of Warren Buffett

“By following Donaldson's three-step strategy, readers will have the confidence they need to succeed in any negotiation.” -Tom Ortenberg, President, Lionsgate Films

“For everyone who needs to learn how to get what they want with dignity and honor.”-Harvey B. Mackay, author ofSwim With Sharks: Without Being Eaten Alive

“We are negotiating each and every day in business and life. Fearless Negotiating's Wish- Want-Walk method is a highly effective approach for reaching favorable resolutions through understanding your goals and those of your adversary.”-Tom James, CEO and Chairman, Raymond James Financial, Inc.

“For any endeavor, business or otherwise, that depends on quality contracts, the potential return on investment of Michael Donaldson's “Wish, Want, Walk” negotiation method is virutally infinite.”-Bob Uhler, President and CEO, MWH Global, Inc.

About this edition

• Publisher: McGraw-Hill Education
• Publication date: 2007
• ISBN 10: 0071487794
• ISBN 13: 9780071487795
• Binding: Hardcover
• Edition number: 1
• Number of pages: 160