by Leigh L. Thompson (Author)
The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.
-CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation
Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.
-ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb
A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully-and pitfalls to avoid-in the game of negotiation.
-RUSSELL D'SOUZA, International Credit Manager, Hallmark Cards, Inc.
You can learn to be a world-class negotiator and get what you want!
* 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 book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
Format: Paperback
Pages: 224
Edition: 1
Publisher: Financial Times/ Prentice Hall
Published: 20 Sep 2007
ISBN 10: 0136007368
ISBN 13: 9780136007364
Book Overview: The Truth About Series offers in each book the collected and distilled knowledge on a topic and shows you how you can use this knowledge in your daily life. With an 'aha' on every page, information is presented in a clear and accessible style that the reader can easily reference. Written in short chapters, each book aims to cover an entire field of knowledge, cut to the gist of each subject in an entertaining way, and when necessary, pull the curtain back and pop the bubble of commonly held assumptions. Each Truth is a tool to make you more successful. Life is a negotiation. Negotiation, whether it's a job offer, contract discussion, decisions between colleagues or customers, is an elemental part of one's professional life. At home, we need to resolve differences with spouses and convince kids to do their homework. The Truth About Negotiations explains why great negotiators are taught (not born) and why your BATNA is key...
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 95 research articles and chapters and has authored 7 books, including: The Mind and Heart of the Negotiator (3rd Edition), Making the Team (3rd edition), and Organizational Behavior Today (in press); and edited 5 books, including: Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Conflict in Organizational Groups (in press).
Thompson speaks and conducts workshops on negotiation skills across the globe. Some of her clients include: Bristol-Meyers Squibb, Microsoft, Chubb Insurance, Corn Products International, Sears Holdings, Baxter Healthcare, Chiquita Brands, Lamb Weston, CDW, Fleet Financial, Heller Financial, Novartis, as well as Sandia National Laboratories and the Central Intelligence Agency.
Visit her at: www.LeighThompson.com.
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