Description
Book SynopsisLeigh 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.
Table of ContentsIntroduction 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
