Choose Your Own Outcome! (Collection)
Published on 22. August 2013
Book
Mixed media product
978-0-13-359940-4 (ISBN)
Description
The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised first edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new "truths" and techniques for negotiating across generations and cultures, in virtual/online environments, and more.
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In How to Get What You Want...Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of negotiation, persuasion, and influence. Templar offers up 100 clever, simple, pain-free ways to get people to happily say "yes" to you! He offers practical principles and strategies covering a wide range of situations, both at work and beyond. You'll learn how to get what you want without saying a word...and, for those rare occasions when you have to ask, you'll find the techniques and words that'll get the job done. Every solution gets its own "bite-size" two-page spread, making this book incredibly easy to read--and use.
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In How to Get What You Want...Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of negotiation, persuasion, and influence. Templar offers up 100 clever, simple, pain-free ways to get people to happily say "yes" to you! He offers practical principles and strategies covering a wide range of situations, both at work and beyond. You'll learn how to get what you want without saying a word...and, for those rare occasions when you have to ask, you'll find the techniques and words that'll get the job done. Every solution gets its own "bite-size" two-page spread, making this book incredibly easy to read--and use.
More details
Language
English
Place of publication
Boston
United States
Publishing group
Pearson Education (US)
Target group
College/higher education
Weight
1 gr
ISBN-13
978-0-13-359940-4 (9780133599404)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Leigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published more than 110 research articles and chapters and has authored 9 books, including: Creative Conspiracy: The New Rules of Breakthrough Collaboration, The Mind and Heart of the Negotiator, Making the Team, Organizational Behavior Today, Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Confl ict in Organizational Groups. Thompson speaks and conducts workshops on negotiation teamwork, collaboration, and creativity skills for large and small organizations across the globe.
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Richard Templar is an astute observer of human behavior and understands what makes the difference between those of us who effortlessly glide toward success and those of us who struggle against the tide. He has distilled these observations into his Rules titles. More than 1.3 million people around the world have enjoyed and now play by Richard Templar's Rules.
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Richard Templar is an astute observer of human behavior and understands what makes the difference between those of us who effortlessly glide toward success and those of us who struggle against the tide. He has distilled these observations into his Rules titles. More than 1.3 million people around the world have enjoyed and now play by Richard Templar's Rules.
Content
Truth About Negotiation
Introduction vii
Part 1: Negotiation: A 30,000-foot view 1
Truth 1: Negotiation: A natural gift? 3
Truth 2: The magic bullet: Preparation 7
Truth 3: Your industry is unique (and other myths) 11
Truth 4: Win-win, win-lose, and lose-lose negotiations 15
Truth 5: Four sand traps in the golf game of negotiation 19
Truth 6: If you have only one hour to prepare 23
Part 2: The bottom line on bottom lines 27
Truth 7: Identify your BATNA 29
Truth 8: Develop your reservation price 33
Truth 9: It's alive! Constantly improve your BATNA 37
Truth 10: Don't reveal your BATNA 41
Truth 11: Don't lie about your BATNA 45
Truth 12: Signal your BATNA 49
Truth 13: Research the other party's BATNA 53
Part 3: Black belt negotiation skills 55
Truth 14: Set optimistic but realistic aspirations 57
Truth 15: The power of making the fi rst off er 61
Truth 16: What if the other party makes the fi rst off er? 65
Truth 17: Plan your concessions 69
Truth 18: Be aware of the "even-split" ploy 73
Truth 19: Reveal your interests 77
Truth 20: Negotiate issues simultaneously, not sequentially 81
Truth 21: Logrolling (I scratch your back, you scratch mine) 85
Truth 22: Make multiple off ers of equivalent value simultaneously 89
Truth 23: Postsettlement settlements 93
Truth 24: Contingent agreements 97
Part 4: Psychology 101
Truth 25: The reciprocity principle 103
Truth 26: The reinforcement principle 107
Truth 27: The similarity principle 111
Truth 28: The anchoring principle 115
Truth 29: The framing principle 119
Part 5: People problems (and solutions) 123
Truth 30: Responding to temper tantrums 125
Truth 31: How to negotiate with someone you hate 129
Truth 32: How to negotiate with someone you love 133
Truth 33: Of men, women, and pie-slicing 137
Truth 34: Your reputation 141
Truth 35: Building trust 145
Truth 36: Repairing broken trust 149
Truth 37: Saving face 153
Part 6: I-negotiations and E-negotiations 157
Truth 38: Negotiating on the phone 159
Truth 39: Negotiating via email and the Internet 163
Truth 40: When negotiations shift from relational to highly transactional 167
Truth 41: Negotiating across generations 171
Truth 42: Negotiating with diff erent organizational cultures 175
Truth 43: Negotiating with diff erent demographic cultures 179
Part 7: Negotiation Yoga 183
Truth 44: What's your sign? (Know your disputing style) 185
Truth 45: Satisfi cing versus optimizing 189
Truth 46: Are you an enlightened negotiator? 193
References 197
Acknowledgments 203
About the Author 204
How To Get What You Want... Without Having To Ask
Introduction 1
PART 1: Be the Kind of Person Who Gets What They Want 4
Know What You Want 6
Know Why You Want It 8
Know How Much You Want It 10
Want What You Get 12
Don't Be a Fuzzy Thinker 14
Know What It Takes 16
Work Out Who You Need on Your Side 18
Break Big Ambitions into Chunks 20
Set Up Some Milestones 22
Celebrate Every Step 24
Write It All Down 26
Analyze Your Sticking Points 28
Set Your Deadlines 30
Check Out the Back Door 32
Don't Make Excuses 34
Think Positive 36
Don't Hang Out with Naysayers 38
Say It Out Loud 40
Believe in Yourself 42
Expect Ups and Downs 44
Enjoy It When You Get It 46
PART 2: Be the Kind of Person People Want to Say Yes To 48
Don't Fake It-Have Real Confidence 50
Sound Confident 52
Look Confident 54
Learn to Say No 56
Give Them an Alternative 58
Be a Broken Record 60
Be Sure You're Sorry 62
Say What You Mean 64
Think Before You Speak 66
Be Prepared to Disagree 68
Control Yourself 70
Express Yourself 72
Don't Use Emotional Blackmail... 74
...and Don't Give In to It 76
Treat People with Respect 78
Have Plenty of Time 80
Be Likeable 82
Have a Sense of Humor 84
Be Honest 86
Always Say Thank You 88
Don't Do Too Much 90
Give a Bit Extra 92
Be Generous 94
Praise but Don't Flatter 96
Be Loyal 98
Don't Talk Behind People's Backs 100
Learn to Take Criticism Well 102
Admit Your Mistakes 104
Get to Know People 106
Learn to Listen Properly 108
Know What You've Agreed To 110
Pick Up the Signals 112
Sympathize with Other People's Anger 114
Don't Respond to Tactical Anger 116
Give Other People Results 118
Be Part of Your Organization 120
Work Hard 122
Work Right 124
Be Worth It 126
PART 3: Help Them to Say Yes 128
Make Sure You're Getting Through to Them 130
And Make Sure They're Getting Through to You 132
Think About Why They'd Say No 134
Show You Understand 136
Be Objective 138
Give Them an Excuse to Make an Exception 140
Solve Their Problems 142
Read the Clues 144
Learn What Gets Them Going 146
Use the Right Words 148
Get the Timing Right 150
Tell Them What You Want Without Asking 152
Don't Keep Dropping Hints 154
Make It Hypothetical 156
Ask Questions 158
Ask for Advice Instead of a Job 160
Get Someone to Do the Asking for You 162
Tell Them You Need Them 164
Don't Rush Them 166
Give Them What They Want 168
Make Them Think It Was Their Idea 170
Discourage Their Bad Ideas 172
Find Out What It Will Take 174
Get a Team Behind You 176
PART 4: And If You Really Do Have to Ask... 178
Be Clear What You're Asking 180
Pick Your Moment 182
Make a Date 184
Know When to Put It Off 186
Keep to the Script 188
Rehearse It 190
Rehearse Their Answer 192
Don't Go On About It 194
Get the Essentials on Paper 196
Have a Bottom Line 198
Ask for More Than You Want 200
Don't Make Empty Threats 202
Think About It 204
Put the Decision in Writing 206
Be Ready to Be Decisive 208
Don't Give Up 210
Introduction vii
Part 1: Negotiation: A 30,000-foot view 1
Truth 1: Negotiation: A natural gift? 3
Truth 2: The magic bullet: Preparation 7
Truth 3: Your industry is unique (and other myths) 11
Truth 4: Win-win, win-lose, and lose-lose negotiations 15
Truth 5: Four sand traps in the golf game of negotiation 19
Truth 6: If you have only one hour to prepare 23
Part 2: The bottom line on bottom lines 27
Truth 7: Identify your BATNA 29
Truth 8: Develop your reservation price 33
Truth 9: It's alive! Constantly improve your BATNA 37
Truth 10: Don't reveal your BATNA 41
Truth 11: Don't lie about your BATNA 45
Truth 12: Signal your BATNA 49
Truth 13: Research the other party's BATNA 53
Part 3: Black belt negotiation skills 55
Truth 14: Set optimistic but realistic aspirations 57
Truth 15: The power of making the fi rst off er 61
Truth 16: What if the other party makes the fi rst off er? 65
Truth 17: Plan your concessions 69
Truth 18: Be aware of the "even-split" ploy 73
Truth 19: Reveal your interests 77
Truth 20: Negotiate issues simultaneously, not sequentially 81
Truth 21: Logrolling (I scratch your back, you scratch mine) 85
Truth 22: Make multiple off ers of equivalent value simultaneously 89
Truth 23: Postsettlement settlements 93
Truth 24: Contingent agreements 97
Part 4: Psychology 101
Truth 25: The reciprocity principle 103
Truth 26: The reinforcement principle 107
Truth 27: The similarity principle 111
Truth 28: The anchoring principle 115
Truth 29: The framing principle 119
Part 5: People problems (and solutions) 123
Truth 30: Responding to temper tantrums 125
Truth 31: How to negotiate with someone you hate 129
Truth 32: How to negotiate with someone you love 133
Truth 33: Of men, women, and pie-slicing 137
Truth 34: Your reputation 141
Truth 35: Building trust 145
Truth 36: Repairing broken trust 149
Truth 37: Saving face 153
Part 6: I-negotiations and E-negotiations 157
Truth 38: Negotiating on the phone 159
Truth 39: Negotiating via email and the Internet 163
Truth 40: When negotiations shift from relational to highly transactional 167
Truth 41: Negotiating across generations 171
Truth 42: Negotiating with diff erent organizational cultures 175
Truth 43: Negotiating with diff erent demographic cultures 179
Part 7: Negotiation Yoga 183
Truth 44: What's your sign? (Know your disputing style) 185
Truth 45: Satisfi cing versus optimizing 189
Truth 46: Are you an enlightened negotiator? 193
References 197
Acknowledgments 203
About the Author 204
How To Get What You Want... Without Having To Ask
Introduction 1
PART 1: Be the Kind of Person Who Gets What They Want 4
Know What You Want 6
Know Why You Want It 8
Know How Much You Want It 10
Want What You Get 12
Don't Be a Fuzzy Thinker 14
Know What It Takes 16
Work Out Who You Need on Your Side 18
Break Big Ambitions into Chunks 20
Set Up Some Milestones 22
Celebrate Every Step 24
Write It All Down 26
Analyze Your Sticking Points 28
Set Your Deadlines 30
Check Out the Back Door 32
Don't Make Excuses 34
Think Positive 36
Don't Hang Out with Naysayers 38
Say It Out Loud 40
Believe in Yourself 42
Expect Ups and Downs 44
Enjoy It When You Get It 46
PART 2: Be the Kind of Person People Want to Say Yes To 48
Don't Fake It-Have Real Confidence 50
Sound Confident 52
Look Confident 54
Learn to Say No 56
Give Them an Alternative 58
Be a Broken Record 60
Be Sure You're Sorry 62
Say What You Mean 64
Think Before You Speak 66
Be Prepared to Disagree 68
Control Yourself 70
Express Yourself 72
Don't Use Emotional Blackmail... 74
...and Don't Give In to It 76
Treat People with Respect 78
Have Plenty of Time 80
Be Likeable 82
Have a Sense of Humor 84
Be Honest 86
Always Say Thank You 88
Don't Do Too Much 90
Give a Bit Extra 92
Be Generous 94
Praise but Don't Flatter 96
Be Loyal 98
Don't Talk Behind People's Backs 100
Learn to Take Criticism Well 102
Admit Your Mistakes 104
Get to Know People 106
Learn to Listen Properly 108
Know What You've Agreed To 110
Pick Up the Signals 112
Sympathize with Other People's Anger 114
Don't Respond to Tactical Anger 116
Give Other People Results 118
Be Part of Your Organization 120
Work Hard 122
Work Right 124
Be Worth It 126
PART 3: Help Them to Say Yes 128
Make Sure You're Getting Through to Them 130
And Make Sure They're Getting Through to You 132
Think About Why They'd Say No 134
Show You Understand 136
Be Objective 138
Give Them an Excuse to Make an Exception 140
Solve Their Problems 142
Read the Clues 144
Learn What Gets Them Going 146
Use the Right Words 148
Get the Timing Right 150
Tell Them What You Want Without Asking 152
Don't Keep Dropping Hints 154
Make It Hypothetical 156
Ask Questions 158
Ask for Advice Instead of a Job 160
Get Someone to Do the Asking for You 162
Tell Them You Need Them 164
Don't Rush Them 166
Give Them What They Want 168
Make Them Think It Was Their Idea 170
Discourage Their Bad Ideas 172
Find Out What It Will Take 174
Get a Team Behind You 176
PART 4: And If You Really Do Have to Ask... 178
Be Clear What You're Asking 180
Pick Your Moment 182
Make a Date 184
Know When to Put It Off 186
Keep to the Script 188
Rehearse It 190
Rehearse Their Answer 192
Don't Go On About It 194
Get the Essentials on Paper 196
Have a Bottom Line 198
Ask for More Than You Want 200
Don't Make Empty Threats 202
Think About It 204
Put the Decision in Writing 206
Be Ready to Be Decisive 208
Don't Give Up 210