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EBOOK
Author Thompson, Leigh L.
Title The truth about negotiations / Leigh Thompson.
Imprint Upper Saddle River, N.J. : Pearson Education/FT Press, 2008.

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Series The truth about
Truth about (FT Press)
Subject Negotiation.
Interpersonal communication.
Add Title Negotiations
LOCATION CALL # STATUS MESSAGE
 OHIOLINK SAFARI EBOOKS    ONLINE  
View online
Series The truth about
Truth about (FT Press)
Subject Negotiation.
Interpersonal communication.
Add Title Negotiations
Description 1 online resource (viii, 212 pages).
Note digitized 2011 HathiTrust Digital Library committed to preserve pda
Bibliography Note Includes bibliographical references (pages 205-210).
Contents Truth 1. If you have only one hour to prepare -- Truth 2. Negotiation: A natural gift? -- Truth 3. Rehearsal might get you to Carnegie, but it won't help you negotiate -- Truth 4. power of making the first offer -- Truth 5. What if you don't make the first offer? -- Truth 6. Don't be a tough or a nice negotiator -- Truth 7. Four sand traps in the golf game of negotiation -- Truth 8. Your industry is unique (and other myths) -- Truth 9. Identify your BATNA -- Truth 10. It's alive! Constantly improve your BATNA -- Truth 11. Don't reveal your BATNA -- Truth 12. Don't lie about your BATNA -- Truth 13. Signal your BATNA -- Truth 14. Research the other party's BATNA -- Truth 15. Develop your reservation price -- Truth 16. Beware of ZOPA myopia -- Truth 17. Set optimistic but realistic aspirations -- Truth 18. Plan your concessions -- Truth 19. Be aware of the "even-split" ploy -- Truth 20. pregame -- Truth 21. game -- Truth 22. postgame -- Truth 23. What does "win-win" really mean? -- Truth 24. Satisficing versus optimizing -- Truth 25. There are really only two kinds of negotiations -- Truth 26. Ask triple-l questions -- Truth 27. Reveal your interests -- Truth 28. Negotiate issues simultaneously, not sequentially -- Truth 29. Logrolling (I scratch your back, you scratch mine) -- Truth 30. Make multiple offers of equivalent value simultaneously -- Truth 31. Postsettlement settlements -- Truth 32. Contingent agreements -- Truth 33. Are you an enlightened negotiator? -- Truth 34. reciprocity principle -- Truth 35. reinforcement principle -- Truth 36. similarity principle -- Truth 37. Know when to drop an anchor -- Truth 38. framing effect -- Truth 39. Responding to temper tantrums -- Truth 40. What's your sign? (Know your disputing style) -- Truth 41. Using power responsibly -- Truth 42. Saving face -- Truth 43. How to negotiate with someone you hate -- Truth 44. How to negotiate with someone you love -- Truth 45. Building the winning negotiation team -- Truth 46. What if they arrive with a team? -- Truth 47. Of men, women, and pie-slicing -- Truth 48. Know why the fish swim -- Truth 49. It does not make sense to always get to the point -- Truth 50. Negotiating on the phone -- Truth 51. Your reputation -- Truth 52. Building trust -- Truth 53. Repairing broken trust.
Access Use copy Restrictions unspecified star
Reproduction Electronic reproduction. [S.l.] : HathiTrust Digital Library, 2011.
System Details Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. http://purl.oclc.org/DLF/benchrepro0212
Note Print version record.
ISBN 9780132357821 (electronic bk.)
0132357828 (electronic bk.)
0136007368 (pbk. ; alk. paper)
9780136007364 (pbk. ; alk. paper)
9780273759263
0273759264
OCLC # 891545410
Additional Format Print version: Thompson, Leigh L. Truth about negotiations. Upper Saddle River, N.J. : Pearson Education/FT Press, 2008 (DLC) 2007025667 (OCoLC)145431764