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Truth About Negotiations, The, 2nd edition

Published by FT Press (June 28, 2013) © 2014

  • Leigh L. Thompson Northwestern University

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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, negotiating in virtual/online environments, and more. Thompson: 

  • Provides realistic game plans that work in any negotiation situation
  • Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine
  • Demonstrates 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, and who love you 

She 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 negotiation goals that matter most.

The #1 concise, actionable guide to negotiation, now fully updated: learn to be a world-class negotiator and get what you want!

  • 50+ proven negotiation principles and bite-size, easy-to-use techniques that work!
  • Includes brand-new “truths” for negotiating successfully across generations and cultures, and in virtual environments
  • Learn to prepare fast, negotiate with people you hate (or love), achieve a true win-win result when you can, and manage negotiations effectively when win-win isn’t possible

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

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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