Leigh Thompson

Truth About Negotiations, The (eBook, ePUB)

• Format: ePub

Produktbeschreibung

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.

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Produktdetails

• Verlag: Pearson ITP
• Seitenzahl: 224
• Erscheinungstermin: 26. Juni 2013
• Englisch
• ISBN-13: 9780133353464
• Artikelnr.: 39056437

Autorenporträt

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.

Inhaltsangabe

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