The Truth About Negotiations

by Thompson, Leigh L.

• ISBN13: 9780136007364
• ISBN10: 0136007368
• Edition: 1st
• Format: Paperback
• Copyright: 2007-09-20
• Publisher: FT Press

Summary

"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 successfullyand pitfalls to avoidin the game of negotiation." RUSSELL Drs"SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! bull; The truth about how to prepare within one hour bull; The truth about negotiating with friends, colleagues, and spouses bull; The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Author Biography

Leigh Thompson is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University

Table of Contents

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

Excerpts

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