The Truth About Negotiations by Thompson, Leigh -- Read -- Imperial Library of Trantor

Index

Introduction Part 1: Negotiation: A 30,000-foot view

Part 2: The bottom line on bottom lines

Truth 7: Identify your BATNA Truth 8: Develop your reservation price Truth 9: It’s alive! Constantly improve your BATNA Truth 10: Don’t reveal your BATNA Truth 11: Don’t lie about your BATNA Truth 12: Signal your BATNA Truth 13: Research the other party’s BATNA

Part 3: Black belt negotiation skills

Part 4: Psychology

Truth 25: The reciprocity principle Truth 26: The reinforcement principle Truth 27: The similarity principle Truth 28: The anchoring principle Truth 29: The framing principle

Part 5: People problems (and solutions)

Truth 30: Responding to temper tantrums Truth 31: How to negotiate with someone you hate Truth 32: How to negotiate with someone you love Truth 33: Of men, women, and pie-slicing Truth 34: Your reputation Truth 35: Building trust Truth 36: Repairing broken trust Truth 37: Saving face

Part 6: I-negotiations and E-negotiations

Part 7: Negotiation Yoga

Truth 44: What’s your sign? (Know your disputing style) Truth 45: Satisficing versus optimizing Truth 46: Are you an enlightened negotiator?

References Acknowledgments About the Author