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Simply the Best Thinking..and Nothing But the Truth
“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.
The Truth About Negotiations: If You Have Only One Hour to Prepare…
Download Truth 1: If you have only one hour to prepare…
Download the sample pages (includes Chapter 1)
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
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 |