Learn the Art of Logic and Persuasion (Collection)

Learn the Art of Logic and Persuasion (Collection)

by Jonathan Herring, Leigh Thompson
Released August 2013
Publisher(s): Pearson
ISBN: 9780133739800

Read it now on the O’Reilly learning platform with a 10-day free trial.

O’Reilly members get unlimited access to books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial

Book description

The ability to persuade, influence and convince is a vital skill for success in work and life. However, most of us have little idea how to argue well. Indeed, arguing is still seen by many as something to be avoided at all costs, and mostly it's done poorly, or not at all. Yet it's possibly the most powerful and yet most neglected asset you could have. In How to Argue: Powerfully, Persuasively, Positively, you will discover the art of arguing powerfully, persuasively and positively and you'll have a head start every time you want.

The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more.

Table of contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Contents
  5. How to Argue: Powerfully, Persuasively, Positively
    1. Copyright Page
    2. Introduction
    3. Part 1: The ten golden rules of argument
      1. Chapter 1. Golden Rule 1: Be prepared
      2. Chapter 2. Golden Rule 2: When to argue, when to walk away
      3. Chapter 3. Golden Rule 3: What you say and how you say it
      4. Chapter 4. Golden Rule 4: Listen and listen again
      5. Chapter 5. Golden Rule 5: Excel at responding to arguments
      6. Chapter 6. Golden Rule 6: Watch out for crafty tricks
      7. Chapter 7. Golden Rule 7: Develop the skills for arguing in public
      8. Chapter 8. Golden Rule 8: Be able to argue in writing
      9. Chapter 9. Golden Rule 9: Be great at resolving deadlock
      10. Chapter 10. Golden Rule 10: Maintain relationships
    4. Part 2: Situations where arguments commonly arise
      1. Chapter 11. How to argue with those you love
      2. Chapter 12. How to argue with your children
      3. Chapter 13. Arguments at work
      4. Chapter 14. How to complain
      5. Chapter 15. How to get what you want from an expert
      6. Chapter 16. Arguing when you know you’re in the wrong
      7. Chapter 17. Arguing again and again
      8. Chapter 18. Doormats
      9. Chapter 19. How to be a good winner
      10. Chapter 20. To recap
    5. Index
  6. The Truth About Negotiations
    1. Copyright Page
    2. Praise for The Truth About Negotiations
    3. Introduction
    4. Part 1: Negotiation: A 30,000-foot view
      1. Truth 1. Negotiation: A natural gift?
      2. Truth 2. The magic bullet: Preparation
        1. Pattern X Preparation
        2. Pattern Y Preparation
      3. Truth 3. 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
      4. Truth 4. Win–win, win–lose, and lose–lose negotiations
        1. Win–win negotiation
        2. Lose–lose negotiation
        3. Win–lose negotiation
      5. Truth 5. 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
      6. Truth 6. If you have only one hour to prepare...
        1. Identify your goals
        2. Brainstorm your options
        3. Plan your opening move
    5. Part 2: The bottom line on bottom lines
      1. Truth 7. Identify your BATNA
      2. Truth 8. Develop your reservation price
      3. Truth 9. It’s alive! Constantly improve your BATNA
      4. Truth 10. Don’t reveal your BATNA
      5. Truth 11. Don’t lie about your BATNA
      6. Truth 12. Signal your BATNA
      7. Truth 13. Research the other party’s BATNA
    6. Part 3: Black belt negotiation skills
      1. Truth 14. Set optimistic but realistic aspirations
      2. Truth 15. The power of making the first offer
      3. Truth 16. What if the other party makes the first offer?
      4. Truth 17. Plan your concessions
      5. Truth 18. Be aware of the “even-split” ploy
      6. Truth 19. Reveal your interests
      7. Truth 20. Negotiate issues simultaneously, not sequentially
      8. Truth 21. Logrolling (I scratch your back, you scratch mine)
      9. Truth 22. Make multiple offers of equivalent value simultaneously
      10. Truth 23. Postsettlement settlements
      11. Truth 24. Contingent agreements
    7. Part 4: Psychology
      1. Truth 25. The reciprocity principle
      2. Truth 26. The reinforcement principle
      3. Truth 27. The similarity principle
      4. Truth 28. The anchoring principle
      5. Truth 29. The framing principle
    8. Part 5: People problems (and solutions)
      1. Truth 30. Responding to temper tantrums
      2. Truth 31. 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
      3. Truth 32. How to negotiate with someone you love
      4. Truth 33. Of men, women, and pie-slicing
      5. Truth 34. Your reputation
      6. Truth 35. Building trust
      7. Truth 36. Repairing broken trust
        1. Let them vent
        2. Apologize
        3. Focus on the future
        4. Do a relationship checkup
        5. Go overboard
      8. Truth 37. Saving face
    9. Part 6: I-negotiations and E-negotiations
      1. Truth 38. Negotiating on the phone
      2. Truth 39. Negotiating via email and the Internet
        1. Get in touch with your inner nerd
        2. Dr. Jekyll and Mr. Hyde
        3. High rollers
        4. First you see it, then you don’t
        5. Talk this way
      3. Truth 40. When negotiations shift from relational to highly transactional
      4. Truth 41. Negotiating across generations
      5. Truth 42. Negotiating with different organizational cultures
      6. Truth 43. Negotiating with different demographic cultures
    10. Part 7: Negotiation Yoga
      1. Truth 44. What’s your sign? (Know your disputing style)
      2. Truth 45. Satisficing versus optimizing
        1. Satisficing
        2. Lack of feedback
        3. The fixed-pie perception
      3. Truth 46. Are you an enlightened negotiator?
    11. References
      1. Truth 5
      2. Truth 6
      3. Truth 7
      4. Truth 13
      5. Truth 15
      6. Truth 19
      7. Truth 27
      8. Truth 28
      9. Truth 29
      10. Truth 30
      11. Truth 32
      12. Truth 33
      13. Truth 34
      14. Truth 35
      15. Truth 37
      16. Truth 38
      17. Truth 39
      18. Truth 40
      19. Truth 42
      20. Truth 43
      21. Truth 44
      22. Truth 45
    12. Acknowledgments
    13. About the Author
    14. FT Press

Product information

  • Title: Learn the Art of Logic and Persuasion (Collection)
  • Author(s): Jonathan Herring, Leigh Thompson
  • Release date: August 2013
  • Publisher(s): Pearson
  • ISBN: 9780133739800