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

ISBN-10: 0136007368
ISBN-13: 9780136007364
Edition: 2008
List price: $22.99
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Description: TheTruth AboutSeries offers in each book the collected and distilled knowledge on a topic and shows you how you can use this knowledge in your daily life. With an aha on every page, information is presented in a clear and accessible style that the  More...

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Book details

List price: $22.99
Copyright year: 2008
Publisher: FT Press
Publication date: 9/20/2007
Binding: Paperback
Pages: 224
Size: 5.50" wide x 8.50" long x 0.75" tall
Weight: 0.836
Language: English

TheTruth AboutSeries offers in each book the collected and distilled knowledge on a topic and shows you how you can use this knowledge in your daily life. With an aha on every page, information is presented in a clear and accessible style that the reader can easily reference. Written in short chapters, each book aims to cover an entire field of knowledge, cut to the gist of each subject in an entertaining way, and when necessary, pull the curtain back and pop the bubble of commonly held assumptions. Each Truth is a tool to make you more successful. Life is a negotiation. Negotiation, whether its a job offer, contract discussion, decisions between colleagues or customers, is an elemental part of ones professional life. At home, we need to resolve differences with spouses and convince kids to do their homework.The Truth About Negotiationsexplains why great negotiators are taught (not born) and why your BATNA is key...

Introduction
If you have only one hour to prepare...
Negotiation: A natural gift?
Rehearsal might get you to Carnegie, but it won't help you negotiate
The power of making the first offer
What if you don't make the first offer?
Don't be a tough or a nice negotiator
Four sand traps in the golf game of negotiation
Your industry is unique (and other myths)
Identify your BATNA
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
Develop your reservation price
Beware of ZOPA myopia
Set optimistic but realistic aspirations
Plan your concessions
Be aware of the "even-split" ploy
The pregame
The game
The postgame
What does "win-win" really mean?
Satisficing versus optimizing
There are really only two kinds of negotiations
Ask triple-I questions
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
Are you an enlightened negotiator?
The reciprocity principle
The reinforcement principle
The similarity principle
Know when to drop an anchor
The framing effect
Responding to temper tantrums
What's your sign? (Know your disputing style)
Using power responsibly
Saving face
How to negotiate with someone you hate
How to negotiate with someone you love
Building the winning negotiation team
What if they arrive with a team?
Of men, women, and pie-slicing
Know why the fish swim
It does not make sense to always get to the point...
Negotiating on the phone
Your reputation
Building trust
Repairing broken trust
References
Acknowledgments
About the Author

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