x

Our Privacy Policy has changed. By using this site, you agree to the Privacy Policy.

Truth about Negotiations "Crack the Code, and Use It with Anyone at Anytime ..."

ISBN-10: 0133353443
ISBN-13: 9780133353440
Edition: 2nd 2014
List price: $26.99 Buy it from $21.46
eBook available
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Description: 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  More...

New Starting from $21.46
eBooks Starting from $21.99
Buy
what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!
You could win $10,000

Get an entry for every item you buy, rent, or sell.

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

Book details

List price: $26.99
Edition: 2nd
Copyright year: 2014
Publisher: Pearson Education
Publication date: 6/28/2013
Binding: Paperback
Pages: 240
Size: 5.50" wide x 8.50" long x 0.65" tall
Weight: 0.792
Language: English

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.

Introduction
Negotiation: A 30,000-foot view
Negotiation: A natural gift?
The magic bullet: Preparation
Your industry is unique (and other myths)
Win-win, win-lose, and lose-lose negotiations
Four sand traps in the golf game of negotiation
If you have only one hour to prepare
The bottom line on bottom lines
Identify your BATNA
Develop your reservation price
It's alive! Constantly improve your BATNA
Don't reveal your BATNA
Don't lie about your BATNA
Signal your BATNA
Research the other party's BATNA
Black belt negotiation skills
Set optimistic but realistic aspirations
The power of making the first offer
What if the other party makes the first offer?
Plan your concessions
Be aware of the "even-split" ploy
Reveal your interests
Negotiate issues simultaneously, not sequentially
Logrolling (I scratch your back, you scratch mine)
Make multiple offers of equivalent value simultaneously
Postsettlement settlements
Contingent agreements
Psychology
The reciprocity principle
The reinforcement principle
The similarity principle
The anchoring principle
The framing principle
People problems (and solutions)
Responding to temper tantrums
How to negotiate with someone you hate
How to negotiate with someone you love
Of men, women, and pie-slicing
Your reputation
Building trust
Repairing broken trust
Saving face
I-negotiations and E-negotiations
Negotiating on the phone
Negotiating via email and the Internet
When negotiations shift from relational to highly transactional
Negotiating across generations
Negotiating with different organizational cultures
Negotiating with different demographic cultures
Negotiation Yoga
What's your sign? (Know your disputing style)
Satisficing versus optimizing
Are you an enlightened negotiator?
References
Acknowledgments
About the Author

×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×