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Published by FT Press (June 26, 2013) © 2014

Leigh Thompson
    VitalSource eTextbook ( Lifetime access )
    €21,99
    ISBN-13: 9780133353464

    Truth About Negotiations, The ,2nd edition

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    Language: English

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    Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information.  Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.

    Introduction     vii

    Part 1: Negotiation: A 30,000-foot view     1

    Truth 1: Negotiation: A natural gift?     3

    Truth 2: The magic bullet: Preparation      7

    Truth 3: Your industry is unique (and other myths)     11

    Truth 4: Win–win, win–lose, and lose–lose negotiations     15

    Truth 5: Four sand traps in the golf game of negotiation     19

    Truth 6: If you have only one hour to prepare     23

    Part 2: The bottom line on bottom lines     27

    Truth 7: Identify your BATNA     29

    Truth 8: Develop your reservation price     33

    Truth 9: It’s alive! Constantly improve your BATNA     37

    Truth 10: Don’t reveal your BATNA     41

    Truth 11: Don’t lie about your BATNA     45

    Truth 12: Signal your BATNA     49

    Truth 13: Research the other party’s BATNA      53

    Part 3: Black belt negotiation skills     55

    Truth 14: Set optimistic but realistic aspirations     57

    Truth 15: The power of making the fi rst off er     61

    Truth 16: What if the other party makes the fi rst off er?     65

    Truth 17: Plan your concessions     69

    Truth 18: Be aware of the “even-split” ploy     73

    Truth 19: Reveal your interests     77

    Truth 20: Negotiate issues simultaneously, not sequentially     81

    Truth 21: Logrolling (I scratch your back, you scratch mine)     85

    Truth 22: Make multiple off ers of equivalent value simultaneously     89

    Truth 23: Postsettlement settlements     93

    Truth 24: Contingent agreements     97

    Part 4: Psychology     101

    Truth 25: The reciprocity principle     103

    Truth 26: The reinforcement principle     107

    Truth 27: The similarity principle     111

    Truth 28: The anchoring principle     115

    Truth 29: The framing principle     119

    Part 5: People problems (and solutions)     123

    Truth 30: Responding to temper tantrums     125

    Truth 31: How to negotiate with someone you hate     129

    Truth 32: How to negotiate with someone you love     133

    Truth 33: Of men, women, and pie-slicing     137

    Truth 34: Your reputation     141

    Truth 35: Building trust     145

    Truth 36: Repairing broken trust     149

    Truth 37: Saving face     153

    Part 6: I-negotiations and E-negotiations     157

    Truth 38: Negotiating on the phone     159

    Truth 39: Negotiating via email and the Internet     163

    Truth 40: When negotiations shift from relational to highly transactional      167

    Truth 41: Negotiating across generations     171

    Truth 42: Negotiating with diff erent organizational cultures     175

    Truth 43: Negotiating with diff erent demographic cultures     179

    Part 7: Negotiation Yoga     183

    Truth 44: What’s your sign? (Know your disputing style)     185

    Truth 45: Satisfi cing versus optimizing     189

    Truth 46: Are you an enlightened negotiator?     193

    References     197

    Acknowledgments     203

    About the Author     204

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