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eText: 
ISBN-10 0133353494ISBN-13 9780133353495
Print: 
ISBN-10 0-13-335344-3ISBN-13 978-0-13-335344-0
Author(s): Leigh Thompson
Publisher: FT Press
Copyright year: © 2014 Pages: 240
Description

The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson: 

  • Provides realistic game plans that work in any negotiation situation

  • Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine

  • Demonstrates 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, and who love you 

  • She 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 negotiation goals that matter most.

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