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Full Product Details

Author:   Michael Donaldson
Publisher:   McGraw-Hill Education - Europe
Imprint:   McGraw-Hill Professional
Dimensions:   Width: 13.00cm , Height: 2.00cm , Length: 20.60cm
Weight:   0.341kg
ISBN:  

9780071487795

ISBN 10:   0071487794
Pages:   160
Publication Date:   16 April 2007
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Out of Print
Availability:   In Print  
Limited stock is available. It will be ordered for you and shipped pending supplier's limited stock.

Table of Contents

Foreword Introduction PART 1: Getting Started What is a negotiation? Chapter 1: The Plan-Plain and Simple Chapter 2: Making Wishes Learn more about yourself Chapter 3: Understanding Want Chapter 4: Establish Your Walk Away Point Chapter 5: Getting Ready To Use Your Wish, Want, Walk Plan PART 2: How Wish, Want, Walk Guides You In The Room Chapter 6: How Wish, Want, Walk Helps You with the Opening Offer Chapter 7: How Wish, Want, Walk Helps You Bargain Better Chapter 8: How Wish, Want, Walk Helps You Learn About Your Opponent Chapter 9: How Wish, Want, Walk Helps You Negotiate Against a Jerk Chapter 10: How Wish, Want, Walk helps close the deal PART 3: Replay Chapter 11: Wish, Want, Walk as a Predictor Chapter 12: Measuring Success with Wish, Want, Walk<>p> Chapter 13: Wrapping It Up

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Author Information

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.

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