Overview

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation   “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb   “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc.   You can learn to be a world-class negotiator and get what you want!   • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test   This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.  

Full Product Details

Author:   Leigh L. Thompson
Publisher:   Pearson Education (US)
Imprint:   Financial TImes Prentice Hall
Dimensions:   Width: 13.80cm , Height: 1.30cm , Length: 21.30cm
Weight:   0.295kg
ISBN:  

9780136007364

ISBN 10:   0136007368
Pages:   224
Publication Date:   28 October 2007
Audience:   Professional and scholarly ,  Professional & Vocational
Replaced By:   9780133353440
Format:   Paperback
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

                  Introduction  vii Truth 1        If you have only one hour to prepare  1 Truth 2        Negotiation: A natural gift?  5 Truth 3        Rehearsal might get you to Carnegie, but it won’t help you negotiate  7 Truth 4        The power of making the first offer  11 Truth 5        What if you don’t make the first offer?  15 Truth 6        Don’t be a tough or a nice negotiator  19 Truth 7        Four sand traps in the golf game of negotiation  23 Truth 8        Your industry is unique (and other myths)  27 Truth 9        Identify your BATNA  31 Truth 10      It’s alive! Constantly improve your BATNA  35 Truth 11      Don’t reveal your BATNA  39 Truth 12      Don’t lie about your BATNA  43 Truth 13      Signal your BATNA  47 Truth 14      Research the other party’s BATNA  51 Truth 15      Develop your reservation price  53 Truth 16      Beware of ZOPA myopia  57 Truth 17      Set optimistic but realistic aspirations  61 Truth 18      Plan your concessions  65 Truth 19      Be aware of the “even-split” ploy  69 Truth 20      The pregame  73 Truth 21      The game  77 Truth 22      The postgame  81 Truth 23      What does “win-win” really mean?  85 Truth 24      Satisficing versus optimizing  89 Truth 25      There are really only two kinds of negotiations  93 Truth 26      Ask triple-I questions  97 Truth 27      Reveal your interests  101 Truth 28      Negotiate issues simultaneously, not sequentially  105 Truth 29      Logrolling (I scratch your back, you scratch mine)  109 Truth 30      Make multiple offers of equivalent value simultaneously  113 Truth 31      Postsettlement settlements  117 Truth 32      Contingent agreements  121 Truth 33      Are you an enlightened negotiator?  125 Truth 34      The reciprocity principle  129 Truth 35      The reinforcement principle  133 Truth 36      The similarity principle  137 Truth 37      Know when to drop an anchor  141 Truth 38      The framing effect  145 Truth 39      Responding to temper tantrums  149 Truth 40      What’s your sign? (Know your disputing style)  151 Truth 41      Using power responsibly  155 Truth 42      Saving face  157 Truth 43      How to negotiate with someone you hate  161 Truth 44      How to negotiate with someone you love  165 Truth 45      Building the winning negotiation team  169 Truth 46      What if they arrive with a team?  173 Truth 47      Of men, women, and pie-slicing  177 Truth 48      Know why the fish swim  181 Truth 49      It does not make sense to always get to the point  185 Truth 50      Negotiating on the phone  189 Truth 51      Your reputation  193 Truth 52      Building trust  197 Truth 53      Repairing broken trust  201                   References  205                   Acknowledgments  211                   About the Author  212

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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 95 research articles and chapters and has authored 7 books, including: The Mind and Heart of the Negotiator (3rd Edition), Making the Team (3rd edition), and Organizational Behavior Today (in press); and edited 5 books, including: Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Conflict in Organizational Groups (in press).   Thompson speaks and conducts workshops on negotiation skills across the globe. Some of her clients include: Bristol-Meyers Squibb, Microsoft, Chubb Insurance, Corn Products International, Sears Holdings, Baxter Healthcare, Chiquita Brands, Lamb Weston, CDW, Fleet Financial, Heller Financial, Novartis, as well as Sandia National Laboratories and the Central Intelligence Agency.   Visit her at: www.LeighThompson.com.  

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