Truth About Knowing How to Negotiate, The: The Essential Truths in 20 Minutes
Product Author Bios
Leigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program.
An active scholar and researcher, she has published more than 95 research articles and chapters and has authored 7 books, including: The Mind and Heart of the Negotiator (3rd Edition), Making the Team (3rd edition), and Organizational Behavior Today (in press); and edited 5 books, including: Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Conflict in Organizational Groups (in press).
Thompson speaks and conducts workshops on negotiation skills across the globe. Some of her clients include: Bristol-Meyers Squibb, Microsoft, Chubb Insurance, Corn Products International, Sears Holdings, Baxter Healthcare, Chiquita Brands, Lamb Weston, CDW, Fleet Financial, Heller Financial, Novartis, as well as Sandia National Laboratories and the Central Intelligence Agency.
Visit her at: www.LeighThompson.com.
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You spend more time negotiating than you do driving to work each day. Most of us take our driving seriously: We've studied, practiced, and taken a driving test. We have a license, insurance, a car, and a fancy navigation system; we know the rules of the road, and we hope that people who disobey those rules will get pulled over and ticketed. These investments mean that we don't sit up at night worrying about how we are going to drive ourselves to work. We have the equipment, we know what we are doing, and we get there. We feel ready, prepared. These truths are the essentials needed to help you negotiate whatever crosses your path–from negotiating with your child to signing a lucrative business deal.
Table of Contents
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
About the Author 212
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