You are previewing The Truth About Negotiations, Second Edition.
O'Reilly logo
The Truth About Negotiations, Second Edition

Book Description

Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information.  Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.

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. 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
  8. 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
  9. 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
  10. 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
  11. 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
  12. 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
  13. 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?
  14. 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
  15. Acknowledgments
  16. About the Author
  17. FT Press