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Negotiating For Dummies, 2nd Edition; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Foreword; Introduction; Who Needs to Read This Book?; Foolish Assumptions; About This Book; How This Book Is Organized; Icons Used in This Book; Where to Go from Her...

Preparing Yourself for NegotiationDefining Your Space; Chapter 3: Mapping the Opposition; Identifying the Person Conducting the Negotiation; Filling Out the Information Checklist; Determining the Negotiator's Level of Authority; Finding the Negotiator's Key Client; Focusing on the Negotiator's Inter...

Setting the Opening OfferBreaking the Stone Tablet; Chapter 6: Setting and Enforcing Limits; What It Means to Set Limits; Setting Limits in Three Easy Steps; Enforcing Your Limits; Practicing Negotiating toward a Limit; How to Tell the Other Party When You're the One Walking Away; The Consequences o...

Becoming a Good ListenerListening Your Way up the Corporate Ladder; Chapter 8: Asking the Right Questions; Tickle It Out: The Art of Coaxing Out Information; Asking Good Questions: A Real Power Tool; Dealing with Unacceptable Responses; Look for Evidence of Listening; Chapter 9: Listening to Body La...

Chapter 11: Being Crystal Clear: Telling It Like It IsWhat Being Clear Means; Organizing Your Thoughts for Clarity; Tips for Being Clear; Steering Others to Clarity; Capturing an Audience; When You Have to Say No; Barriers to Clarity; The High Cost of Not Being Clear; Phrases You Should Never Use du...

If You're Not the Only One to Pause