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Leigh L. Thompson

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Truth About Negotiations, The 2nd Edition

by Leigh Thompson (Author)

4.6 148 ratings

Part of: Truth About (10 books)

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Purchase options and add-ons

Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information. Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn 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. Thompson 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 goals that matter most.

ISBN-10

0133353443
ISBN-13

978-0133353440
Edition

2nd
Publisher

FT Press
Publication date

June 28, 2013
Part of series

Truth About
Language

English
Dimensions

5.38 x 0.5 x 8.5 inches
Print length

224 pages
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Editorial Reviews

From the Back Cover

You Can Become a World-Class Negotiator–and Achieve Consistently Superior Outcomes!

• The truth about how to negotiate over the Internet and email successfully

• The truth about being ready to negotiate on a moment’s notice

• The truth about negotiating with people you dislike or distrust

Simply the best thinking

the truth and nothing but the truth

This book reveals 46 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

“Conflict and adversarial situations are unavoidable. Thompson’s lessons offer a roadmap to navigating those interactions successfully. I found myself using her lessons and turning potential conflict into a win/win. You need these tools in your toolbox!”

Ben Keller, CPP, Senior Director, Corporate Security Services, Capital One

“Armed with cutting-edge research, Thompson offers up the definitive answers that propel even seasoned negotiators to reach the next level of negotiation success. The return-on-investment is monumental.”

Tanios Viviani, President-Americas, Amway Corp.

About the Author

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.

Product details

Publisher ‏ : ‎ FT Press; 2nd edition (June 28, 2013)
Language ‏ : ‎ English
Paperback ‏ : ‎ 224 pages
ISBN-10 ‏ : ‎ 0133353443
ISBN-13 ‏ : ‎ 978-0133353440
Item Weight ‏ : ‎ 9.5 ounces
Dimensions ‏ : ‎ 5.38 x 0.5 x 8.5 inches

Best Sellers Rank: #235,190 in Books (See Top 100 in Books)
- #147 in Business Negotiating (Books)
- #836 in Communication Skills
- #4,668 in Unknown

Customer Reviews:
4.6 148 ratings

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Customer reviews

4.6 out of 5

148 global ratings

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Collin T Fagan

Best non technical text I've ever been assigned

Reviewed in the United States on September 30, 2015

Verified Purchase

Good text that gets right to the point instead of thousands of "fluff" words added. Working on my 2nd masters degree now, and this is one of the few texts that I actually sat down and read every assignment fully rather than just skim through and hit the highlights.
If all non technical texts were written like this, they would be much more effective!

2 people found this helpful

Helpful

Juan

Great Product!

Reviewed in the United States on September 23, 2021

Great Product!

Reviewed in the United States on October 11, 2017

Verified Purchase

It is a quick read on negotiations. However, I read it as part of a class. It does not go into great detail.

Reviewed in the United States on September 13, 2019

Verified Purchase

I needed this for my Management 544 class in the MBA program. Thank you.

Helpful

Paul

a great educational and entertaining read

Reviewed in the United States on January 9, 2014

Verified Purchase

I read this book for an international business negotiation course for an MBA and found very helpful in preparing for face to face simulated negotiations. I look forward to using it in business and life in general

2 people found this helpful

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CFReads

Not just a business book

Reviewed in the United States on March 25, 2015

Verified Purchase

Great book. Quick read. Skillful negotiation goes far beyond work and is a useful life skill. This book was so helpful I bought a copy for each of my kids.

One person found this helpful

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ZEE

Would recommend

Reviewed in the United States on March 1, 2019

Perfect conditions

Comprehensive vivid and concise

Reviewed in the United States on January 1, 2015

Verified Purchase

Thoroughly incorporates the value-creating approach of the Fisher/Ury/Patton school while smartly setting out how to handle the distributive aspects of negotiations.

Helpful

Top reviews from other countries

Amazon Customer

Great Negotiation Book

Reviewed in India on July 22, 2022

Verified Purchase

A great book about practically looking at each negotiation from strategy and tactic perspective. Highly recommend to everyone for better negotiation results

Dominika

Informative

Reviewed in the United Kingdom on April 7, 2020

Verified Purchase

Had to read it for one of my classes, informative if you didn’t have any prior knowledge about negotiations as it has some nice examples in it. However, if you have some experience in the field this might not be the best choice out there.

Martin

Sweet and short!

Reviewed in Germany on September 13, 2019

Verified Purchase

This book is really good in terms of recieving advices, information and experience in efficient way. Leigh Thompson is a master of delivering messages trough stories which are supported by reasearches. I do recomend this book for everyone who is working on improving and extending human skills. Negotiation is part of it!

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