The Truth About Negotiations

Book Description

“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.

Table of Contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Praise for The Truth About Negotiations
  5. Contents
  6. Introduction
  7. Truth 1. If you have only one hour to prepare...
    1. Get in touch with your goals
    2. Brainstorm your options
    3. Plan your opening move
  8. Truth 2. Negotiation: A natural gift?
  9. Truth 3. Rehearsal might get you to Carnegie, but it won’t help you negotiate
    1. Pattern X Preparation
    2. Pattern Y Preparation
  10. Truth 4. The power of making the first offer
  11. Truth 5. What if you don’t make the first offer?
  12. Truth 6. Don’t be a tough or a nice negotiator
  13. Truth 7. Four sand traps in the golf game of negotiation
    1. Sand trap #1: Leaving money on the table
    2. Sand trap #2: Settling for too little
    3. Sand trap #3: Walking away from the table
    4. Sand trap #4: Settling for terms that are worse than your current situation
  14. Truth 8. Your industry is unique (and other myths)
    1. Myth #1: Your industry is unique
    2. Myth #2: Business people care only about money
    3. Myth #3: Always maintain a poker face: Never reveal anything
    4. Myth #4: Never make the first offer
  15. Truth 9. Identify your BATNA
  16. Truth 10. It’s alive! Constantly improve your BATNA
  17. Truth 11. Don’t reveal your BATNA
  18. Truth 12. Don’t lie about your BATNA
  19. Truth 13. Signal your BATNA
  20. Truth 14. Research the other party’s BATNA
  21. Truth 15. Develop your reservation price
  22. Truth 16. Beware of ZOPA myopia
  23. Truth 17. Set optimistic but realistic aspirations
  24. Truth 18. Plan your concessions
  25. Truth 19. Be aware of the “even-split” ploy
  26. Truth 20. The pregame
  27. Truth 21. The game
  28. Truth 22. The postgame
  29. Truth 23. What does “win-win” really mean?
  30. Truth 24. Satisficing versus optimizing
    1. Lack of Feedback
    2. The Fixed-Pie Perception
  31. Truth 25. There are really only two kinds of negotiations
  32. Truth 26. Ask triple-I questions
  33. Truth 27. Reveal your interests
  34. Truth 28. Negotiate issues simultaneously, not sequentially
  35. Truth 29. Logrolling (I scratch your back, you scratch mine)
  36. Truth 30. Make multiple offers of equivalent value simultaneously
  37. Truth 31. Postsettlement settlements
  38. Truth 32. Contingent agreements
  39. Truth 33. Are you an enlightened negotiator?
  40. Truth 34. The reciprocity principle
  41. Truth 35. The reinforcement principle
  42. Truth 36. The similarity principle
  43. Truth 37. Know when to drop an anchor
  44. Truth 38. The framing effect
  45. Truth 39. Responding to temper tantrums
  46. Truth 40. What’s your sign? (Know your disputing style)
  47. Truth 41. Using power responsibly
  48. Truth 42. Saving face
  49. Truth 43. How to negotiate with someone you hate
    1. Replace D statements with B statements
    2. Label your feelings, not people
    3. Change your behavior, not your feelings
  50. Truth 44. How to negotiate with someone you love
  51. Truth 45. Building the winning negotiation team
  52. Truth 46. What if they arrive with a team?
  53. Truth 47. Of men, women, and pie-slicing
  54. Truth 48. Know why the fish swim
  55. Truth 49. It does not make sense to always get to the point...
  56. Truth 50. Negotiating on the phone
  57. Truth 51. Your reputation
  58. Truth 52. Building trust
  59. Truth 53. Repairing broken trust
    1. Let them vent
    2. Apologize
    3. Focus on the future
    4. Do a relationship checkup
    5. Go overboard
  60. References
    1. Truth 1
    2. Truth 4
    3. Truth 6
    4. Truth 7
    5. Truth 9
    6. Truth 14
    7. Truth 20
    8. Truth 22
    9. Truth 24
    10. Truth 25
    11. Truth 26
    12. Truth 27
    13. Truth 36
    14. Truth 37
    15. Truth 38
    16. Truth 39
    17. Truth 40
    18. Truth 42
    19. Truth 44
    20. Truth 45
    21. Truth 49
    22. Truth 50
    23. Truth 51
    24. Truth 52
  61. Acknowledgments
  62. About the Author

Product Information

  • Title: The Truth About Negotiations
  • Author(s): Leigh L. Thompson
  • Release date: September 2007
  • Publisher(s): Pearson
  • ISBN: 9780136007364