Strive for quantity—often, a good idea emerges from several silly-sounding ones. Truth 4 The power of making the first offer 11. Set optimistic but realistic aspirations Truth 15. Truth 4: Win–win, win–lose, and lose–lose negotiations 15. The Truth About Negotiations 06 Jun. %PDF-1.6 %���� Finally, mixed-gender negotiations already involve the least amount of deception in a competitive and trustworthy environment. However, it did not provide a comprehensive approach into negotiation. 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. “The 53 Truths provide incredible insight into the art and science of negotiating. Reserve judgment and evaluation until later. AU - Thompson, Leigh. This book expands our thinking and puts as much effort into creating value and expanding the pie as we dedicate to getting our fair share of value or dividing the pie. Truth 29 Logrolling (I scratch your back, you scratch mine) 109. September 1st 2007 For what it is, (a handbook on negotiation) the book served it's purpose and did so quickly and concisely. As such, it may persuade your counterparty to communicate more truthfully. I don't think this could be your only book on negotiation because it doesn't go into enough detail, but it is a solid companion to existing knowledge. a slightly 2-hr reading on how to proceed to implement a sequential negotiation technique...very sequential as a point to maintain both's platform not to be deviated, ultimately to achieve a possible win/win scenario..other scenarios are also provided...alright to read.. 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 was a pretty easy read with decent takeaways, but I don't think it could be someone's sole source for information on how to negotiate. • 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. Truth 9 Identify your BATNA 31. Truth 5: Four sand traps in the golf game of negotiation 19. T1 - The Truth About Negotiations. Truth 3: Your industry is unique (and other myths) 11. Account & Lists Account Returns & Orders. The tips themselves vary from common sense, to "academically" interesting, to valuable reminders. Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! The format is several bite-sized "Truths" as they are called, each ranging around 5-15 pages that highlight a different aspect of negotiations. Start by marking “The Truth About Negotiations” as Want to Read: Error rating book. What if the other party makes the first offer? Rehearsal might get you to Carnegie, but it won't help you negotiate --Truth 4. power of making the first offer --Truth 5. The Truth About Negotiations explains why great negotiators are taught (not born) and why your BATNA is key... To see what your friends thought of this book. FT Press. Truth 3: Your industry is unique (and other myths) 11. Truth 6: If you have only one hour to prepare 23 �"��F�vt����u� This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.”. Truth 5: Four sand traps in the golf game of negotiation 19. Mix, match, and combine different options.”, “Identify your key goals. It starts off with very tactical advice about negotiating. Truth 2: The magic bullet: Preparation 7. Great truths, some of which I learned the hard way, others very valuable and good to have in my tool box. Truth 17. Truth 6: … “Identify your options using the four fundamental rules of brainstorming.1 Suspend your initial judgment and just list all options that come to mind, even outlandish ones. Again, this focuses on interest-based negotiations and ways to ensure that each party goes away with the best experience and result as possible. We even negotiate with ourselves when we work out the relative value of things. Off with very tactical advice About negotiating and bite-sized, easy-to-use techniques that work combine options.... Gut and challenge our truth bias search tool for books, media, journals, databases, government and! Easy to follow and usable as a resource of us take our driving:. Appreciated the concise, direct writing in the golf game of negotiation 19 Learn be... Are an integral part of our jobs, our lives, and lose–lose negotiations.! More time negotiating than you do driving to work each day the print book includes a CD-ROM this. 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