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The Truth About Negotiations (First Edition)

by Leigh Thompson
(Upper Saddle River, New Jersey: Pearson Education)

Introduction

TRUTH 1: If you have only one hour to prepare...

TRUTH 2: Negotiation: A natural gift?

TRUTH 3: Rehearsal might get you to Carnegie, but it won't help you negotiate

TRUTH 4: The power of making the first offer

TRUTH 5: What if you don't make the first offer?

TRUTH 6: Don't be a tough or a nice negotiator

TRUTH 7: Four sand traps in the golf game of negotiation

TRUTH 8: Your industry is unique (and other myths)

TRUTH 9: Identify your BATNA

TRUTH 10: It's alive! Constantly improve your BATNA

TRUTH 11: Don't reveal your BATNA

TRUTH 12: Don't lie about your BATNA

TRUTH 13: Signal your BATNA

TRUTH 14: Research the other party's BATNA

TRUTH 15: Develop your reservation price

TRUTH 16: Beware of ZOPA myopia

TRUTH 17: Set optimistic but realistic aspirations

TRUTH 18: Plan your concessions

TRUTH 19: Be aware of the "even-split" ploy

TRUTH 20: The pregame

TRUTH 21: The game

TRUTH 22: The postgame

TRUTH 23: What does "win-win" really mean?

TRUTH 24: Satisficing versus optimizing

TRUTH 25: There are really only two kinds of negotiations

TRUTH 26: Ask triple-I questions

TRUTH 27: Reveal your interests

TRUTH 28: Negotiate issues simultaneously, not sequentially

TRUTH 29: Logrolling (I scratch your back, you scratch mine)

TRUTH 30: Make multiple offers of equivalent value simultaneously

TRUTH 31: Post-settlement settlements

TRUTH 32: Contingent agreements

TRUTH 33: Are you an enlightened negotiator?

TRUTH 34: The reciprocity principle

TRUTH 35: The reinforcement principle

TRUTH 36: The similarity principle

TRUTH 37: Know when to drop an anchor

TRUTH 38: The framing effect

TRUTH 39: Responding to temper tantrums

TRUTH 40: What's your sign? (Know your disputing style)

TRUTH 41: Using power responsibly

TRUTH 42: Saving face

TRUTH 43: How to negotiate with someone you hate

TRUTH 44: How to negotiate with someone you love

TRUTH 45: Building the winning negotiation team

TRUTH 46: What if they arrive with a team?...

TRUTH 47: Of men, women, and pie-slicing

TRUTH 48: Know why the fish swim

TRUTH 49: It does not make sense to always get to the point...

TRUTH 50: Negotiating on the phone

TRUTH 51: Your reputation

TRUTH 52: Building trust

TRUTH 53: Repairing broken trust

References

Acknowledgments

About the Author