Holdings: The truth about negotiations

The truth about negotiations:

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Bibliographic Details
Main Author:	Thompson, Leigh L. 1960- (Author)
Format:	Book
Language:	English
Published:	Harlow [u.a.] Pearson 2008
Edition:	[Nachdr.]
Subjects:	Verhandlungstheorie
Online Access:	Inhaltsverzeichnis
Physical Description:	VIII, 212 S.
ISBN:	0136007368

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MARC


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Record in the Search Index

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adam_text	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 ora 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............................A3 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: Asktriple-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: Respondingto tempertantrums.......................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
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spelling	Thompson, Leigh L. 1960- Verfasser (DE-588)136269435 aut The truth about negotiations Leigh Thompson [Nachdr.] Harlow [u.a.] Pearson 2008 VIII, 212 S. txt rdacontent n rdamedia nc rdacarrier Verhandlungstheorie (DE-588)4139583-9 gnd rswk-swf Verhandlungstheorie (DE-588)4139583-9 s 1\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017296614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk
spellingShingle	Thompson, Leigh L. 1960- The truth about negotiations Verhandlungstheorie (DE-588)4139583-9 gnd
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title	The truth about negotiations
title_auth	The truth about negotiations
title_exact_search	The truth about negotiations
title_full	The truth about negotiations Leigh Thompson
title_fullStr	The truth about negotiations Leigh Thompson
title_full_unstemmed	The truth about negotiations Leigh Thompson
title_short	The truth about negotiations
title_sort	the truth about negotiations
topic	Verhandlungstheorie (DE-588)4139583-9 gnd
topic_facet	Verhandlungstheorie
url	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017296614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
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