The Truth About Win-Win Negotiating [NOOK Book]

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Overview

This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats.

What "win-win"negotiation really means--and how to put it to work for you.

Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it's a negotiation that leaves all parties still speaking. Still ...

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The Truth About Win-Win Negotiating

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More About This Book

Overview

This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats.

What "win-win"negotiation really means--and how to put it to work for you.

Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it's a negotiation that leaves all parties still speaking. Still others think it means dividing everything equally down the middle. Although all these outcomes are desirable, none captures the central concept of a win-win negotiation....

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Product Details

  • ISBN-13: 9780132462914
  • Publisher: Pearson Education
  • Publication date: 8/12/2010
  • Series: FT Press Delivers Elements
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 9
  • File size: 213 KB

Meet the Author

Leigh Thompson is J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations in the Kellogg School of Management at Northwestern University. She directs Kellogg’s AT&T Behavioral Research Laboratory and Leading High Impact Teams Executive Program. An active consultant, Thompson has taught teamwork skills to a wide variety of executives and managers all over the world. She has published four books and more than 65 articles in leading management journals and books. Her numerous awards and honors include the NSF Presidential Young Investigator Award, a fellowship at the Center for Advanced Study in the Behavioral Sciences at Stanford, and a grant from the Citigroup Behavioral Sciences Research Council.

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