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The truth about negotiations / Leigh L. Thompson.

By: Material type: TextTextPublisher: Upper Saddle River, N.J. : FT Press, c2008Description: viii, 212 pISBN:
  • 0136007368 (pbk. : alk. paper)
Subject(s): DDC classification:
  • 302.3 22
LOC classification:
  • BF637.N4 T455 2008
Contents:
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-l 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. Postsettlement 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.
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Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 302.3 THO (Browse shelf(Opens below)) 1 Available A424437B

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-l 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. Postsettlement 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.

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