The Truth about Negotiations

by Leigh L. Thompson

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0136007368
• ISBN13: 9780136007364
• Release Date: January 2007
• Publisher: FT Press
• Length: 212 Pages
• Weight: 0.95 lbs.
• Dimensions: 0.5" x 5.4" x 8.4"

Customer Reviews

I want what you have, but...

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.

Used in HRIR negotiations - very useful

I used the book in negotiations in the HRIR field and recommend it to employees (mostly engineers), who need to improve their social skills. The book is very basic and brief, which is is fine for beginners. The author also offers an alternative: If you really want to did deeper, get her Mind and Heart of the Negotiator, The (4th Edition).

Good for an overview

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.

Negotiate instead of debate

Organizing and practicing negotiating processes and techniques in an easy to follow manner. Good stuff!

Negotion dictionary

I have read many of Thompsons books. Leigh Thompson means quality for me. This book is easy to read even you don't know much of negotiation theories. She takes the most interesting questions about negotiation on the table. Shortly, but based on researches. So, you can believe what she says - and learn. Thanks Leigh, again.