Truth about Negotiations
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Truth about Negotiations

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by Leigh L. Thompson
     
 

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ISBN-10: 0136007368

ISBN-13: 9780136007364

Pub. Date: 09/28/2007

Publisher: FT Press

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.”

–CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation

“Negotiation skills can and must be learned. In her new book,

Overview

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.”

–CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation

“Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.”

–ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb

“A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.”

–RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc.

You can learn to be a world-class negotiator and get what you want!

• The truth about how to prepare within one hour

• The truth about negotiating with friends, colleagues, and spouses

• The truth about the win-win litmus test

This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Product Details

ISBN-13:
9780136007364
Publisher:
FT Press
Publication date:
09/28/2007
Series:
Truth About Business Series
Pages:
212
Product dimensions:
5.67(w) x 8.40(h) x 0.57(d)

Table of Contents

Introduction vii

Truth 1 If you have only one hour to prepare 1

Truth 2 Negotiation: A natural gift? 5

Truth 3 Rehearsal might get you to Carnegie, but it won’t help you negotiate 7

Truth 4 The power of making the first offer 11

Truth 5 What if you don’t make the first offer? 15

Truth 6 Don’t be a tough or a nice negotiator 19

Truth 7 Four sand traps in the golf game of negotiation 23

Truth 8 Your industry is unique (and other myths) 27

Truth 9 Identify your BATNA 31

Truth 10 It’s alive! Constantly improve your BATNA 35

Truth 11 Don’t reveal your BATNA 39

Truth 12 Don’t lie about your BATNA 43

Truth 13 Signal your BATNA 47

Truth 14 Research the other party’s BATNA 51

Truth 15 Develop your reservation price 53

Truth 16 Beware of ZOPA myopia 57

Truth 17 Set optimistic but realistic aspirations 61

Truth 18 Plan your concessions 65

Truth 19 Be aware of the “even-split” ploy 69

Truth 20 The pregame 73

Truth 21 The game 77

Truth 22 The postgame 81

Truth 23 What does “win-win” really mean? 85

Truth 24 Satisficing versus optimizing 89

Truth 25 There are really only two kinds of negotiations 93

Truth 26 Ask triple-I questions 97

Truth 27 Reveal your interests 101

Truth 28 Negotiate issues simultaneously, not sequentially 105

Truth 29 Logrolling (I scratch your back, you scratch mine) 109

Truth 30 Make multiple offers of equivalent value simultaneously 113

Truth 31 Postsettlement settlements 117

Truth 32 Contingent agreements 121

Truth 33 Are you an enlightened negotiator? 125

Truth 34 The reciprocity principle 129

Truth 35 The reinforcement principle 133

Truth 36 The similarity principle 137

Truth 37 Know when to drop an anchor 141

Truth 38 The framing effect 145

Truth 39 Responding to temper tantrums 149

Truth 40 What’s your sign? (Know your disputing style) 151

Truth 41 Using power responsibly 155

Truth 42 Saving face 157

Truth 43 How to negotiate with someone you hate 161

Truth 44 How to negotiate with someone you love 165

Truth 45 Building the winning negotiation team 169

Truth 46 What if they arrive with a team? 173

Truth 47 Of men, women, and pie-slicing 177

Truth 48 Know why the fish swim 181

Truth 49 It does not make sense to always get to the point 185

Truth 50 Negotiating on the phone 189

Truth 51 Your reputation 193

Truth 52 Building trust 197

Truth 53 Repairing broken trust 201

References 205

Acknowledgments 211

About the Author 212

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Truth about Negotiations 5 out of 5 based on 0 ratings. 1 reviews.
Anonymous More than 1 year ago