Overview

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.

Full Product Details

Author:   Leigh Thompson
Publisher:   Pearson Education (US)
Imprint:   Addison Wesley
Edition:   2nd edition
Dimensions:   Width: 14.20cm , Height: 1.20cm , Length: 21.60cm
Weight:   0.268kg
ISBN:  

9780133353440

ISBN 10:   0133353443
Pages:   224
Publication Date:   04 September 2013
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

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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Author Information

Leigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published more than 110 research articles and chapters and has authored 9 books, including: Creative Conspiracy: The New Rules of Breakthrough Collaboration, The Mind and Heart of the Negotiator, Making the Team, Organizational Behavior Today, Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Confl ict in Organizational Groups. Thompson speaks and conducts workshops on negotiation teamwork, collaboration, and creativity skills for large and small organizations across the globe.

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