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The Truth about Negotiations
“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 ...
Negotiation Theory and Research
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
The Truth about Negotiations
This book is about how to make sure you are prepared and ready to negotiate on the roughest of terrain, with the most daunting road conditions.
Making the Team
Integrating theory, research, and application,Making the Team, 3e offers leaders, managers, and executives - current and future - the most practical, up-to-date research on groups and teams. The exciting new third edition ofMaking the Team: A Guide for Managerscombines cutting-edge theory with the latest research and real-world applications. It delivers the most current research on groups and teams in a digestible manner. An excellent resource for managers at every stage of the game, the book offers insight to help both players and coaches maximize their success.
The Truth About Negotiations
This is the eBook version of the printed book. If the print book includes a CD-ROM, this content is not included within the eBook version. You spend more time negotiating than you do driving to work each day. Most of us take our driving seriously: We've studied, practiced, and taken a driving test. We have a license, insurance, a car, and a fancy navigation system; we know the rules of the road, and we hope that people who disobey those rules will get pulled over and ticketed. These investments mean that we don't sit up at night worrying about how we are going to drive ourselves to work. We have the equipment, we know what we are doing, and we get there. We feel ready, prepared. These truths are the essentials needed to help you negotiate whatever crosses your path–from negotiating with your child to signing a lucrative business deal.
Making the Team
University" Drawing upon research from leading scholars in the fields of social psychology, organization behavior, sociology, and cognitive psychology, this invaluable resource for both young managers and seasoned executives alike covers both basic and cutting-edge team building and management principles as it outlines in a clear, step-by-step fashion how to improve the functioning of teams within an organization. Introduces the basic building blocks for analyzing and perfecting teamwork; addresses the assessment of a team's performance and productivity; and discusses when and how to reward teamwork in organizations. Focuses on "internal dynamics," i.e, structuring tasks, selecting people, a...
Negotiating to Win
Negotiate and communicate to get what you want—no matter who’s on the other side of the table! Four great books show you how to negotiate, persuade, influence…get what you want! In How to Get What You Want…Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of getting people to say “yes” to you! Templar offers up to 100 clever, simple, pain-free techniques for becoming the kind of person people want to support…helping people say yes…saying just the right thing if you do need to ask! Next, in How to Argue, leading lawyer Jonathan Herring reveals the secrets and subtletie...
Creative Conspiracy
Embracing the Counterintuitive Side of Collaboration Think of your to-do list at work. Chances are the most important tasks require you to work with others—and the success of those endeavors depends on the effectiveness of your collaboration. According to management expert Leigh Thompson, collaboration that is conscious, planned, and focused on generating new ideas builds excitement and produces what she calls a “creative conspiracy.” Teams that conspire to organize themselves, motivate one another, and combine their talents to meet creative challenges are the hallmark of the most successful organizations. In this book, Thompson reveals the keys to the kind of collaboration that allows...
Making the Team
This text provides a good balance of theory and practice. It combines cutting-edge research on groups with practical management principles. The text is organized into 3 primary tasks for the leader/manager: 1) Accurately assessing and improving team performance; 2) Managing the internal dynamics of teams (diversity, conflict, and creativity); and 3) Optimally leveraging the team within the larger organization. It is written for both team leaders and team members.
The Truth About Effectively Preparing for Negotiations
This is the eBook version of the printed book. This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. Preparing effectively for negotiations even if you only have an hour... or a minute! Sometimes you have significant time to prepare for a negotiation. Other times you get blindsided: You get a call from an old friend with a “hot” opportunity. Or you receive a disturbing email from a colleague claiming resources you believe are yours. Or your assistant threatens to leave unless you give her a raise. Even if you’ve got only moments, take these crucial steps...
