Truth About Negotiations, The

<!--[if gte mso 9]><xml> </xml><![endif]--> <p style="margin:0px;">Introduction&nbsp;&nbsp;&nbsp;&nbsp; vii</p> <p style="margin:0px;">Part 1: Negotiation: A 30,000-foot view&nbsp;&nbsp;&nbsp;&nbsp; 1</p> <p style="margin:0px;">Truth 1: Negotiation: A natural gift?&nbsp;&nbsp;&nbsp;&nbsp; 3</p> <p style="margin:0px;">Truth 2: The magic bullet: Preparation&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 7</p> <p style="margin:0px;">Truth 3: Your industry is unique (and other myths)&nbsp;&nbsp;&nbsp;&nbsp; 11</p> <p style="margin:0px;">Truth 4: Win–win, win–lose, and lose–lose negotiations&nbsp;&nbsp;&nbsp;&nbsp; 15</p> <p style="margin:0px;">Truth 5: Four sand traps in the golf game of negotiation&nbsp;&nbsp;&nbsp;&nbsp; 19</p> <p style="margin:0px;">Truth 6: If you have only one hour to prepare&nbsp;&nbsp;&nbsp;&nbsp; 23</p> <p style="margin:0px;">Part 2: The bottom line on bottom lines&nbsp;&nbsp;&nbsp;&nbsp; 27</p> <p style="margin:0px;">Truth 7: Identify your BATNA&nbsp;&nbsp;&nbsp;&nbsp; 29</p> <p style="margin:0px;">Truth 8: Develop your reservation price&nbsp;&nbsp;&nbsp;&nbsp; 33</p> <p style="margin:0px;">Truth 9: It’s alive! Constantly improve your BATNA&nbsp;&nbsp;&nbsp;&nbsp; 37</p> <p style="margin:0px;">Truth 10: Don’t reveal your BATNA&nbsp;&nbsp;&nbsp;&nbsp; 41</p> <p style="margin:0px;">Truth 11: Don’t lie about your BATNA&nbsp;&nbsp;&nbsp;&nbsp; 45</p> <p style="margin:0px;">Truth 12: Signal your BATNA&nbsp;&nbsp;&nbsp;&nbsp; 49</p> <p style="margin:0px;">Truth 13: Research the other party’s BATNA&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 53</p> <p style="margin:0px;">Part 3: Black belt negotiation skills&nbsp;&nbsp;&nbsp;&nbsp; 55</p> <p style="margin:0px;">Truth 14: Set optimistic but realistic aspirations&nbsp;&nbsp;&nbsp;&nbsp; 57</p> <p style="margin:0px;">Truth 15: The power of making the fi rst off er&nbsp;&nbsp;&nbsp;&nbsp; 61</p> <p style="margin:0px;">Truth 16: What if the other party makes the fi rst off er?&nbsp;&nbsp;&nbsp;&nbsp; 65</p> <p style="margin:0px;">Truth 17: Plan your concessions&nbsp;&nbsp;&nbsp;&nbsp; 69</p> <p style="margin:0px;">Truth 18: Be aware of the “even-split” ploy&nbsp;&nbsp;&nbsp;&nbsp; 73</p> <p style="margin:0px;">Truth 19: Reveal your interests&nbsp;&nbsp;&nbsp;&nbsp; 77</p> <p style="margin:0px;">Truth 20: Negotiate issues simultaneously, not sequentially&nbsp;&nbsp;&nbsp;&nbsp; 81</p> <p style="margin:0px;">Truth 21: Logrolling (I scratch your back, you scratch mine)&nbsp;&nbsp;&nbsp;&nbsp; 85</p> <p style="margin:0px;">Truth 22: Make multiple off ers of equivalent value simultaneously&nbsp;&nbsp;&nbsp;&nbsp; 89</p> <p style="margin:0px;">Truth 23: Postsettlement settlements&nbsp;&nbsp;&nbsp;&nbsp; 93</p> <p style="margin:0px;">Truth 24: Contingent agreements&nbsp;&nbsp;&nbsp;&nbsp; 97</p> <p style="margin:0px;">Part 4: Psychology&nbsp;&nbsp;&nbsp;&nbsp; 101</p> <p style="margin:0px;">Truth 25: The reciprocity principle&nbsp;&nbsp;&nbsp;&nbsp; 103</p> <p style="margin:0px;">Truth 26: The reinforcement principle&nbsp;&nbsp;&nbsp;&nbsp; 107</p> <p style="margin:0px;">Truth 27: The similarity principle&nbsp;&nbsp;&nbsp;&nbsp; 111</p> <p style="margin:0px;">Truth 28: The anchoring principle&nbsp;&nbsp;&nbsp;&nbsp; 115</p> <p style="margin:0px;">Truth 29: The framing principle&nbsp;&nbsp;&nbsp;&nbsp; 119</p> <p style="margin:0px;">Part 5: People problems (and solutions)&nbsp;&nbsp;&nbsp;&nbsp; 123</p> <p style="margin:0px;">Truth 30: Responding to temper tantrums&nbsp;&nbsp;&nbsp;&nbsp; 125</p> <p style="margin:0px;">Truth 31: How to negotiate with someone you hate&nbsp;&nbsp;&nbsp;&nbsp; 129</p> <p style="margin:0px;">Truth 32: How to negotiate with someone you love&nbsp;&nbsp;&nbsp;&nbsp; 133</p> <p style="margin:0px;">Truth 33: Of men, women, and pie-slicing&nbsp;&nbsp;&nbsp;&nbsp; 137</p> <p style="margin:0px;">Truth 34: Your reputation&nbsp;&nbsp;&nbsp;&nbsp; 141</p> <p style="margin:0px;">Truth 35: Building trust&nbsp;&nbsp;&nbsp;&nbsp; 145</p> <p style="margin:0px;">Truth 36: Repairing broken trust&nbsp;&nbsp;&nbsp;&nbsp; 149</p> <p style="margin:0px;">Truth 37: Saving face&nbsp;&nbsp;&nbsp;&nbsp; 153</p> <p style="margin:0px;">Part 6: I-negotiations and E-negotiations&nbsp;&nbsp;&nbsp;&nbsp; 157</p> <p style="margin:0px;">Truth 38: Negotiating on the phone&nbsp;&nbsp;&nbsp;&nbsp; 159</p> <p style="margin:0px;">Truth 39: Negotiating via email and the Internet&nbsp;&nbsp;&nbsp;&nbsp; 163</p> <p style="margin:0px;">Truth 40: When negotiations shift from relational to highly transactional&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 167</p> <p style="margin:0px;">Truth 41: Negotiating across generations&nbsp;&nbsp;&nbsp;&nbsp; 171</p> <p style="margin:0px;">Truth 42: Negotiating with diff erent organizational cultures&nbsp;&nbsp;&nbsp;&nbsp; 175</p> <p style="margin:0px;">Truth 43: Negotiating with diff erent demographic cultures&nbsp;&nbsp;&nbsp;&nbsp; 179</p> <p style="margin:0px;">Part 7: Negotiation Yoga&nbsp;&nbsp;&nbsp;&nbsp; 183</p> <p style="margin:0px;">Truth 44: What’s your sign? (Know your disputing style)&nbsp;&nbsp;&nbsp;&nbsp; 185</p> <p style="margin:0px;">Truth 45: Satisfi cing versus optimizing&nbsp;&nbsp;&nbsp;&nbsp; 189</p> <p style="margin:0px;">Truth 46: Are you an enlightened negotiator?&nbsp;&nbsp;&nbsp;&nbsp; 193</p> <p style="margin:0px;">References&nbsp;&nbsp;&nbsp;&nbsp; 197</p> <p style="margin:0px;">Acknowledgments&nbsp;&nbsp;&nbsp;&nbsp; 203</p> <p style="margin:0px;">About the Author&nbsp;&nbsp;&nbsp;&nbsp; 204</p> <!--[if gte mso 9]><xml> Normal 0 false false false EN-US X-NONE X-NONE </xml><![endif]--> <!--[if gte mso 9]><xml> </xml><![endif]--> <!--[if gte mso 10]> <![endif]-->