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Truth About Negotiations, The

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Truth About Negotiations, The


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Simply the Best Thinking..and Nothing But the Truth

  • Its important to be a Y-Negotiator and not an X-Negotiator.
  • You may want to make the first offer.
  • Excellent negotiators expand the pie.
  • Cooperation will get you more than competition.
  • Description

    • Copyright 2008
    • Edition: 1st
    • Book
    • ISBN-10: 0-13-600736-8
    • ISBN-13: 978-0-13-600736-4
    • eBook (Watermarked)
    • ISBN-10: 0-13-235782-8
    • ISBN-13: 978-0-13-235782-1

    “The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.”

    –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation

    “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.”

    –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb

    “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.”

    –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc.

    You can learn to be a world-class negotiator and get what you want!

    • The truth about how to prepare within one hour

    • The truth about negotiating with friends, colleagues, and spouses

    • The truth about the win-win litmus test

    This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

    Sample Content

    Online Sample Chapter

    The Truth About Negotiations: If You Have Only One Hour to Prepare…

    Downloadable Sample Chapter

    Download Truth 1: If you have only one hour to prepare…

    Sample Pages

    Download the sample pages (includes Chapter 1)

    Table of Contents

                      Introduction  vii

    Truth 1        If you have only one hour to prepare  1

    Truth 2        Negotiation: A natural gift?  5

    Truth 3        Rehearsal might get you to Carnegie, but it won’t help you negotiate  7

    Truth 4        The power of making the first offer  11

    Truth 5        What if you don’t make the first offer?  15

    Truth 6        Don’t be a tough or a nice negotiator  19

    Truth 7        Four sand traps in the golf game of negotiation  23

    Truth 8        Your industry is unique (and other myths)  27

    Truth 9        Identify your BATNA  31

    Truth 10      It’s alive! Constantly improve your BATNA  35

    Truth 11      Don’t reveal your BATNA  39

    Truth 12      Don’t lie about your BATNA  43

    Truth 13      Signal your BATNA  47

    Truth 14      Research the other party’s BATNA  51

    Truth 15      Develop your reservation price  53

    Truth 16      Beware of ZOPA myopia  57

    Truth 17      Set optimistic but realistic aspirations  61

    Truth 18      Plan your concessions  65

    Truth 19      Be aware of the “even-split” ploy  69

    Truth 20      The pregame  73

    Truth 21      The game  77

    Truth 22      The postgame  81

    Truth 23      What does “win-win” really mean?  85

    Truth 24      Satisficing versus optimizing  89

    Truth 25      There are really only two kinds of negotiations  93

    Truth 26      Ask triple-I questions  97

    Truth 27      Reveal your interests  101

    Truth 28      Negotiate issues simultaneously, not sequentially  105

    Truth 29      Logrolling (I scratch your back, you scratch mine)  109

    Truth 30      Make multiple offers of equivalent value simultaneously  113

    Truth 31      Postsettlement settlements  117

    Truth 32      Contingent agreements  121

    Truth 33      Are you an enlightened negotiator?  125

    Truth 34      The reciprocity principle  129

    Truth 35      The reinforcement principle  133

    Truth 36      The similarity principle  137

    Truth 37      Know when to drop an anchor  141

    Truth 38      The framing effect  145

    Truth 39      Responding to temper tantrums  149

    Truth 40      What’s your sign? (Know your disputing style)  151

    Truth 41      Using power responsibly  155

    Truth 42      Saving face  157

    Truth 43      How to negotiate with someone you hate  161

    Truth 44      How to negotiate with someone you love  165

    Truth 45      Building the winning negotiation team  169

    Truth 46      What if they arrive with a team?  173

    Truth 47      Of men, women, and pie-slicing  177

    Truth 48      Know why the fish swim  181

    Truth 49      It does not make sense to always get to the point  185

    Truth 50      Negotiating on the phone  189

    Truth 51      Your reputation  193

    Truth 52      Building trust  197

    Truth 53      Repairing broken trust  201

                      References  205

                      Acknowledgments  211

                      About the Author  212


    Download the Introduction



    PrintNumber ErrorLocation Error Correction DateAdded
    3 pi 2nd quoted person: Chris Webber Chris Weber 5/16/2008
    3 pviii 3rd para, 3rd line: ...collected by the other party,... ...collected from the other party,... 5/16/2008
    3 p24 Last line Sandtrap #1: Obviously, both parties could have profited by reaching a different agreement. The problem is that they are unaware of the fact that win-win possibilities existed. 5/16/2008
    3 p28 Note above Myth #1: I have found remarkable little difference among negotiations across industries. Contrary to popular thought, the basic structure of negotiation does not differ that much across different industries. 5/16/2008
    3 p48 Here’s another strategy that I even like better, in the context of an interested company asking a job-seeker how many job offers she has: “I have an 80 percent chance of my having an offer from a Fortune 100 firm in the next two weeks. I have three second-round interviews. I am on the short list at eight companies. And I have two phone interviews this week and five recruiting events coming up.” Here’s another strategy that I even like better, in the context of an interested company asking a job-seeker how many job offers she has: “I put an 80 percent probability of my having an offer from a Fortune 100 firm in the next two weeks. I have three second-round interviews. I am on the short list at eight companies. And I have two phone interviews this week and five recruiting events coming up.” 5/16/2008
    3 p63 The chilling effect occurs when an opening offer is so insulting that the counterparty doesn’t even care to respond because he don’t want to acknowledge it. The chilling effect occurs when an opening offer is so insulting that the counterparty doesn’t even care to respond because he doesn’t want to acknowledge it. 5/16/2008
    3 p63 DO follow your basic steps. DO follow these basic steps. 5/16/2008
    3 p91 sub heads added:
    Lack of Feedback
    The Fixed-Pie Perception
    fixed 5/16/2008
    3 p115 Side note: Unbundle and consider the priority of the issues. Evelyn was like most people: salary was very important to her. But other issues could make or break her quality of life. 5/16/2008
    3 p135 All of the following statements may be considered rewards in most contexts. All of the following actions may be considered rewards in most contexts. 5/16/2008
    3 p152 In her book Getting Disputes Resolved (with coauthor Steve Goldberg), she discovered that nearly everything that people said could be chunked into one of three major buckets: interests, rights, or power. In her book, Getting Disputes Resolved (with coauthors Steve Goldberg and William Ury), she discovered that nearly everything that people said could be chunked into one of three major buckets: interests, rights, or power. 5/16/2008
    3 p211 My family, Anna, Ray, Sam, and Bob, give me the encouragement to keep on plugging when I did not feel like plugging any more. My family, Anna, Ray, Sam, and Bob, gave me the encouragement to keep on plugging when I did not feel like plugging any more. 5/16/2008
    3 p216 Move ad away from margin fixed 5/16/2008

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