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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.
Leigh Thompson (Evanston, IL) is J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations at Kellogg School of Management, Northwestern University. The author of the best-selling The Heart and Mind of a Negotiator, Fifth Edition, Thompson is a highly sought-after consultant and negotiations expert for Fortune® 100 firms. She is a leading researcher on negotiation, and on the integration of negotiation and group decision-making with social psychological processes. Her books also include Making the Team: A Guide for Managers, Fourth Edition; Negotiation Theory and Research; Conflict in Organizational Groups; and Shared Cognition in Organizations: The Management of Knowledge.
Table of Contents
Part 1. Negotiation: A 30,000-Foot View
Part 2. The Bottom Line on Bottom Lines
Part 3. Black Belt Negotiation Skills
Part 4. Psychology
Part 5. People Problems (and Solutions)
Part 6. I-Negotiations & E-Negotiations
Part 7. Negotiation Yoga
The #1 concise guide to negotiations, now fully updated and better than ever!