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The Truth About Negotiations
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The Truth About Negotiations
by Leigh Thompson, Jonathan Herring
Learn the Art of Logic and Persuasion (Collection)
About This eBook
Title Page
Copyright Page
Contents
How to Argue: Powerfully, Persuasively, Positively
Copyright Page
Introduction
Part 1: The ten golden rules of argument
Chapter 1. Golden Rule 1: Be prepared
Chapter 2. Golden Rule 2: When to argue, when to walk away
Chapter 3. Golden Rule 3: What you say and how you say it
Chapter 4. Golden Rule 4: Listen and listen again
Chapter 5. Golden Rule 5: Excel at responding to arguments
Chapter 6. Golden Rule 6: Watch out for crafty tricks
Chapter 7. Golden Rule 7: Develop the skills for arguing in public
Chapter 8. Golden Rule 8: Be able to argue in writing
Chapter 9. Golden Rule 9: Be great at resolving deadlock
Chapter 10. Golden Rule 10: Maintain relationships
Part 2: Situations where arguments commonly arise
Chapter 11. How to argue with those you love
Chapter 12. How to argue with your children
Chapter 13. Arguments at work
Chapter 14. How to complain
Chapter 15. How to get what you want from an expert
Chapter 16. Arguing when you know you’re in the wrong
Chapter 17. Arguing again and again
Chapter 18. Doormats
Chapter 19. How to be a good winner
Chapter 20. To recap
Index
The Truth About Negotiations
Copyright Page
Praise for The Truth About Negotiations
Introduction
Part 1: Negotiation: A 30,000-foot view
Truth 1. Negotiation: A natural gift?
Truth 2. The magic bullet: Preparation
Pattern X Preparation
Pattern Y Preparation
Truth 3. Your industry is unique (and other myths)
Myth #1: Your industry is unique
Myth #2: Business people care only about money
Myth #3: Always maintain a poker face: Never reveal anything
Myth #4: Never make the first offer
Truth 4. Win–win, win–lose, and lose–lose negotiations
Win–win negotiation
Lose–lose negotiation
Win–lose negotiation
Truth 5. Four sand traps in the golf game of negotiation
Sand trap #1: Leaving money on the table
Sand trap #2: Settling for too little
Sand trap #3: Walking away from the table
Sand trap #4: Settling for terms that are worse than your current situation
Truth 6. If you have only one hour to prepare...
Identify your goals
Brainstorm your options
Plan your opening move
Part 2: The bottom line on bottom lines
Truth 7. Identify your BATNA
Truth 8. Develop your reservation price
Truth 9. It’s alive! Constantly improve your BATNA
Truth 10. Don’t reveal your BATNA
Truth 11. Don’t lie about your BATNA
Truth 12. Signal your BATNA
Truth 13. Research the other party’s BATNA
Part 3: Black belt negotiation skills
Truth 14. Set optimistic but realistic aspirations
Truth 15. The power of making the first offer
Truth 16. What if the other party makes the first offer?
Truth 17. Plan your concessions
Truth 18. Be aware of the “even-split” ploy
Truth 19. Reveal your interests
Truth 20. Negotiate issues simultaneously, not sequentially
Truth 21. Logrolling (I scratch your back, you scratch mine)
Truth 22. Make multiple offers of equivalent value simultaneously
Truth 23. Postsettlement settlements
Truth 24. Contingent agreements
Part 4: Psychology
Truth 25. The reciprocity principle
Truth 26. The reinforcement principle
Truth 27. The similarity principle
Truth 28. The anchoring principle
Truth 29. The framing principle
Part 5: People problems (and solutions)
Truth 30. Responding to temper tantrums
Truth 31. How to negotiate with someone you hate
Replace D statements with B statements
Label your feelings, not people
Change your behavior, not your feelings
Truth 32. How to negotiate with someone you love
Truth 33. Of men, women, and pie-slicing
Truth 34. Your reputation
Truth 35. Building trust
Truth 36. Repairing broken trust
Let them vent
Apologize
Focus on the future
Do a relationship checkup
Go overboard
Truth 37. Saving face
Part 6: I-negotiations and E-negotiations
Truth 38. Negotiating on the phone
Truth 39. Negotiating via email and the Internet
Get in touch with your inner nerd
Dr. Jekyll and Mr. Hyde
High rollers
First you see it, then you don’t
Talk this way
Truth 40. When negotiations shift from relational to highly transactional
Truth 41. Negotiating across generations
Truth 42. Negotiating with different organizational cultures
Truth 43. Negotiating with different demographic cultures
Part 7: Negotiation Yoga
Truth 44. What’s your sign? (Know your disputing style)
Truth 45. Satisficing versus optimizing
Satisficing
Lack of feedback
The fixed-pie perception
Truth 46. Are you an enlightened negotiator?
References
Truth 5
Truth 6
Truth 7
Truth 13
Truth 15
Truth 19
Truth 27
Truth 28
Truth 29
Truth 30
Truth 32
Truth 33
Truth 34
Truth 35
Truth 37
Truth 38
Truth 39
Truth 40
Truth 42
Truth 43
Truth 44
Truth 45
Acknowledgments
About the Author
FT Press
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The Truth About Negotiations
Leigh Thompson
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