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The Truth About Negotiations, by Leigh L. Thompson
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“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
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“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
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“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.
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You can learn to be a world-class negotiator and get what you want!
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• 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
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This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
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- Sales Rank: #792840 in Books
- Published on: 2007-09-30
- Original language: English
- Number of items: 1
- Dimensions: 8.40" h x .58" w x 5.67" l, .65 pounds
- Binding: Paperback
- 224 pages
Most helpful customer reviews
7 of 7 people found the following review helpful.
Very helpful book for amateurs
By salamander
I'm terrible at bargaining and the thought of negotiating ties my stomach in knots. But surprisingly, this book was pretty helpful, in that it offered a lot of insight into what makes for effective, successful negotiating, and it is not just being a hardass (good for me!). The book packs a lot of breadth rather than depth, though each section has enough explaining to make it understandable for beginninners. I'll need to work on it to figure out how to work these concepts into real life.
Overall, excellent book for anyone who's would want some insight into being a better negotiator, but probably more useful for beginniners than seasoned negotiators who know a lot about negotiation theory already.
7 of 7 people found the following review helpful.
Good for an overview
By Crownan
As good, if not better, then any of the general negotiation books out there. Would have liked to see more on the importance of CI & planning.
Doesn't emphasize preparation as the key factor to any negotiation. Too much on the sexy stuff.
6 of 6 people found the following review helpful.
I want what you have, but...
By Rodin
Creating Win-Win situations has become a fancy sounding talent for everyone by everyone. In this book Leigh Thompson breaks down the elements needed to create a a Win-Win result for most situations.
Leigh talks about creating a larger ZOPA - Zone Of Possible Agreement, by being flexible to achieve desired results one is looking for in the outcome of the negotiation process. Too often people forget that negotiation is not just a competitive exercise, it is also the foundation of laying a future for cooperation.
When I took Leigh's class she was able to empirically demonstrate the positive effect of successful negotiations by increasing the ZOPA for all parties concerned.
Simple to read and put into effect even for a novice if practiced.
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