The Truth About Negotiations
Life is a negotiation. Whether it's a job offer, contract discussion, or decision between colleagues or customers, negotiations are an elemental part of professional life.
But, this is not a skill you will use only in the workplace, negotiation is a powerful technique to use at home as well, whether it's to resolve differences with spouses or convince kids to do their homework.
The Truth About Negotiating explains why great negotiators are taught (not born) and how you can master these skills to help you succeed in all areas of your life.
Part of The Truth About Series, each title aims to cover an entire field of knowledge in a sharp and entertaining way. With a minimum of 50 honest answers to important questions in every book, you will find yourself thinking 'aha' as you read each page.
The Truth and nothing but The Truth.
TRUTH 1: If you have only one hour to prepare
TRUTH 2: Negotiation: A natural gift?
TRUTH 3: Rehearsal might get you to Carnegie, but it wont help you negotiate
TRUTH 4: The power of making the first offer
TRUTH 5: What if you dont make the first offer?
TRUTH 6: Dont be a tough or a nice negotiator
TRUTH 7: Four sand traps in the golf game of negotiation
TRUTH 8: Your industry is unique (and other myths)
TRUTH 9: Identify your BATNA
TRUTH 10: Its alive! Constantly improve your BATNA
TRUTH 11: Dont reveal your BATNA
TRUTH 12: Dont lie about your BATNA
TRUTH 13: Signal your BATNA
TRUTH 14: Research the other partys BATNA
TRUTH 15: Develop your reservation price
TRUTH 16: Beware of ZOPA myopia
TRUTH 17: Set optimistic but realistic aspirations
TRUTH 18: Plan your concessions
TRUTH 19: Be aware of the even-split ploy
TRUTH 20: The pregame
TRUTH 21: The game
TRUTH 22: The postgame
TRUTH 23: What does win-win really mean?
TRUTH 24: Satisficing versus optimizing
TRUTH 25: There are really only two kinds of negotiations
TRUTH 26: Ask triple-I questions
TRUTH 27: Reveal your interests
TRUTH 28: Negotiate issues simultaneously, not sequentially
TRUTH 29: Logrolling (I scratch your back, you scratch mine)
TRUTH 30: Make multiple offers of equivalent value simultaneously
TRUTH 31: Postsettlement settlements
TRUTH 32: Contingent agreements
TRUTH 33: Are you an enlightened negotiator?
TRUTH 34: The reciprocity principle
TRUTH 35: The reinforcement principle
TRUTH 36: The similarity principle
TRUTH 37: Know when to drop an anchor
TRUTH 38: The framing effect
TRUTH 39: Responding to temper tantrums
TRUTH 40: Whats your sign? (Know your disputing style)
TRUTH 41: Using power responsibly
TRUTH 42: Saving face
TRUTH 43: How to negotiate with someone you hate
TRUTH 44: How to negotiate with someone you love
TRUTH 45: Building the winning negotiation team
TRUTH 46: What if they arrive with a team?
TRUTH 47: Of men, women, and pie-slicing
TRUTH 48: Know why the fish swim
TRUTH 49: It does not make sense to always get to the point
TRUTH 50: Negotiating on the phone
TRUTH 51: Your reputation
TRUTH 52: Building trust
TRUTH 53: Repairing broken trust
About the Author
- This book explains why great negotiatiors are taught (not born) and how you can master these skills to help you succeed in all areas of your life.
- This is not a skill you will use only in the workplace, negotiation is a powerful technique to use at home as well.
- Part of The Truth About Series, each title aims to cover an entire field of knowledge in a sharp and entertaining way. With a minimum of 50 honest answers to important questions in every book, you will find yourself thinking 'aha' as you read each page.
Leigh Thompson is a Professor at Kellogg School of Management of North-western University and author of best-selling The Heart and Mind of a Negotiator, Third Edition. Thompson is a highly sought after consultant and negotiations expert for Fortune 100 firms.
A comprehensive guide to negotiating in all types of situations... well written, enjoyable and a must read for every manager - Professional Manager May 2008
Featured in 3 of a kind and ranked best of its kind: "... full of useful pithy advice... written in an approachable but authoritative style" - Management Today, January 2009 (readership 303,000)
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