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 $3.49
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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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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: 0.880
Language: English

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
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?
About the Author
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