Fearless Negotiating

by Michael C. Donaldson

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 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.

Genres: Business

Paperback

First published March 22, 2007

About the author

Michael Donaldson’s Los Angeles-based entertainment law practice focuses on all aspects of independent film and theater. He has been successful in negotiating contracts for actors, producers and directors.

His book entitled Clearance and Copyright: Everything the Independent Filmmaker Needs to Know is used as a textbook in over 40 colleges and universities. Michael Donaldson is completing his latest book and DVD titled Wish Want Walk – A Failsafe Guide to Fearless Negotiating.

Michael Donaldson is a frequent arbitrator with the Independent Film & Television Alliance (IFTA), organizer of the American Film Market. He is also an expert witness in litigation involving copyright and general entertainment cases.

Reviews

[Brian Stevenson · Rating 2 out of 5]

The method is good but should be able to get the point across in much less time rather than drawing it out page after page.

[Carla Kipp · Rating 5 out of 5]

Let's start with a quote from the book/author - "Too many people have lost sight of the connection between principled behavior and success in business." I identify readily with that, and I love how Donaldson takes fairly complex concepts and makes them understandable. I'd read his Clearance and Copyright (with Lisa Callif, 4th edition) a while ago which, as a copyright law reference, was highly entertaining. I love how amiable he writes, and how well he covers his subject. So, it was inevitable that I would eventually pick this book up, and it was fantastic. It's a quick read (just under 200 pages) that's well written and thought out. The interesting thing is if you think negotiating is something only business professionals and/or lawyers do, I challenge you to rethink that and give this book a try. I think you'll find negotiating is something we all do on a regular basis without even realizing it. I'm just sorry I waited this long to read it!

[Fernando · Rating 5 out of 5]

I have always thought that negotiating is one of the most dreadful and challenging things in business. I had the preconceived notion that negotiating effectively requires a tough stance and a Type-A personality in order to outsmart your opponent. On top of that, there was always the feeling that I could have gotten a better deal if I had pushed "just a little bit more".

But then, I came across this jewel of a book, titled "Fearless Negotiating" by Michael C. Donaldson and my framework of reference for negotiating deals changed forever.

Written in simple prose and with a very personal (and even spiritual) style, Fearless Negotiating walks you through a simple, yet extremely powerful, framework he calls the "Wish-Want-Walk" method for negotiating deals. In essence, you have to define those three dimensions for each and every item you want to negotiate and then stick to them when negotiating (you always start with your Wish, of course). I would be shortchanging the book if I told you that's about it. Among other valuable insights, Michael encourages you to involve all the parties that will be affected by the negotiation, as well as "doing your homework" (including finding out as much as you can about the other person) prior to defining your Wish-Want-Walk exercise.

When you do this, something remarkable will happen, you will not only become more confident and calmer in your negotiations, but you will also "listen" more closely to what the other party wants and you will be able to either negotiate the best possible deal (or walk away knowing that you did the right thing).

You should definitely read this great book. It will give you the tools and confidence to negotiate better, more honest deals. It will also inspire you to become a better person in the process. At 190 pages, you should be able to read it in less than one week (and reap the benefits as soon as you start reading it).

One of my favorite quotes in the book:

"The most advanced communication technology of this high-tech era: two chairs, two people, a lot of time"

[Ernest · Rating 3 out of 5]

The Wish, Want and Walk concept is a really interesting negotiating concept that I will try at my next negotiation. I am torn between calling this book great if/once I try this technique and it works, and calling it frustrating due to the (beguilingly?) simple nature of the book. I may have to review my rating once I try the techniques for myself.

[Anne · Rating 3 out of 5]

Must-read before entering any negotiation.

[Dmitri Pavlov · Rating 5 out of 5]

Great approach Wish-Want-Walk, I will be using it going forward.

[Mina Nabil · Rating 3 out of 5]

Very good book.

[Jeffrey · Rating 3 out of 5]

Similar to other negotiation books, but with different terminology.

[Jacob O'connor · Rating 3 out of 5]

Okay, you got me.  I spent the first part of this book as a skeptic.  Lot's of filler stories and platitudes.  Eventually Donaldson won me over.  There's some wisdom here.  



Notes: 


Fear is false evidence appearing real (6)


Wish, what you want. Want, what I think is realistic. Walk, what you're willing to settle for (12)


Good section on making the first offer. (96)


Bullies: treat the person on the other side of the table as if they're the person you want them to be. Not the person they are. (142)


Speak when you're off balance, and you'll accelerate your fall (151)