Your Own Terms

A Woman's Guide to Taking Charge of Any Negotiation

 Your Own Terms

Author: Yasmin Davidds
Pub Date: August 2015
Print Edition: $16.95
Print ISBN: 9780814436028
Page Count: 256
Format: Paper or Softback
e-Book ISBN: 9780814436035

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Table of Contents

CONTENTS

Acknowledgments xi

Part 1: Own Your Game

Chapter 1: Empower Yourself 3

Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men or Women 16

Chapter 3: How Not to Sabotage Your Negotiating Power 30

Chapter 4: The Four Stages of Negotiation 41

Chapter 5: Determine Which Negotiation Style Is Right for You 53

Chapter 6: Manage Negotiations with the “Backwards Mapping” Technique 69

Part 2: Build Leverage with Your Negotiation Toolbox

Chapter 7: Offensive Maneuvers and How to Counter Them 85

Chapter 8: Power Moves for Handling Difficult People 100

Chapter 9: Communication Strategies That Create a Level Playing Field 112

Chapter 10: Fail-Proof Persuasion Tactics 126

Chapter 11: The Art of the Redirect: Managing Destabilizing Moves 141

Part 3: Winning Game Plans: Negotiating with Power and Grace

Chapter 12: Gender Intelligence and Negotiation 157

Chapter 13: How, When, and Why to Make Concessions 170

Chapter 14: Negotiating with the “Big Boys” 180

Chapter 15: Negotiate Your Way to Leadership Success 189

Chapter 16: The Real Test: Your Salary Negotiation 199

Chapter 17: Put Your Negotiation Skills to Work 209

Chapter 18: View from the Trenches: Lessons for Women as Leaders and Negotiators 221

Appendix 1—Language of Negotiation 241

Appendix II—Personal and Professional Checklist for Complex Negotiations 245

Notes 247

Resources 251

Index 255

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