The Truth About Negotiations

by Leigh L. Thompson

Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information.  Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn 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. Thompson 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 goals that matter most.

Genres: Business, Nonfiction, Leadership, Self Help, Management, Personal Development, School

216 pages, Kindle Edition

First published September 1, 2007

Reviews

[Moh. Nasiri · Rating 4 out of 5]

The Truth About 53 series on negotiation.
Well written negotiation books using 53 truth to manage negotiation challenges in business and other environment.To sum up, everything you need to know to enhance your negotiation skills.
What I found interesting in this book about win-win negotiations:

"You have not what you deserve, you have what you negotiate"

ZOPA: "The Zone Of Possible Agreement" , In a business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome. How can you avoid these pitfalls? Through careful preparation that includes an analysis of the zone of possible agreement, or ZOPA in business negotiations.

BANTA: "Best Alternative to a Negotiated Agreement",we sometimes reach agreement even though a significantly better deal is available to us elsewhere.
So ,identify your ZOPA and BANTA

Negotiation Styles:
https://www.negotiations.com/articles...

[Tony · Rating 4 out of 5]

Yes, this is a quick read, but unless you have done other reading on the topic of negotiation, I think this is a great introduction to the subject. I have been able to put a number of these principles into action, and feel like I have gotten better results, so it meets the initial smell test.

Were all of the "truths" useful? Not for me. Maybe I don't get all of the final points yet, or maybe I just don't understand how to apply them. At the same time, I don't think I have read yet that is 100% applicable, or that I even agree with 100%, so that doesn't take away from this one that much.

[Rohham Farzadnia · Rating 4 out of 5]

کلا درگیر بودم یه مدت‌ که این کتاب رو با ترجمه «محمدرضا شعبانعلی» گیر بیارم که بالاخره دیجی‌کالا تکست داد که موجود شده.

با مذاکره از طریق شعبانعلی آشنا شدم و این کتاب هم برای همین خوندم. مفید، مختصر و جمع‌و‌جور بود.
منو به شدت یاد فایل صوتی ِ 60 نکتۀ مذاکرۀ مترجم مینداخت.

اگر اهل کتاب نیستید خیلی (که بعیده اینجا باشید و اهل کتاب نباشید) اون فایل‌های صوتی رو پیشنهاد میکنم. ولی اگر اهل کتابید، هم کتاب و هم فایل صوتی رو پیشنهاد میکنم.

[Greg Danklef · Rating 3 out of 5]

Easy read and great takeaways. I don't think this could be your only book on negotiation because it doesn't go into enough detail, but it is a solid companion to existing knowledge.

[Meeghan · Rating 4 out of 5]

its been a minute, but i'm back, better than ever (maybe?), and with a "meeghan reads for school: case competition edition." thrilling update for everyone, i'm sure.

i have a case comp in canada this week on negotiations, and this was the recommended reading, so read it i did. i actually THOROUGHLY enjoyed the book, although it seemed extremely high level in some places. i appreciate the way that it's laid out, so that if you are running into an issue in whatever negotiation situation you find yourself in, you can tailor your research to the 50-some odd truths laid out in the book.

overall a 3.75/5 and looking forward to employing the tactics and frameworks described in the book at my competition.

[Vitaly Kirkpatrick · Rating 5 out of 5]

"The Truth about Negotiations" by Leigh Thompson provides comprehensive insights on how to approach negotiations. The author's negotiation approach is analytical and practical, breaking down complex concepts into easy-to-digest, actionable steps. The book also provides numerous case studies and real-world examples that demonstrate the effectiveness of the author's methods. I found the chapter on power dynamics particularly illuminating and have already started applying some of the techniques outlined in the book to my negotiations. Overall, I highly recommend "The Truth about Negotiations" to anyone looking to improve their negotiation skills.

[Volkan Unsal · Rating 3 out of 5]

This was the first book I read about negotiations. It starts off with very tactical advice about negotiating. It defines terminology such as "winner's regret" and "BATNA" that are extremely helpful to anyone who tries to buy anything in a market setting, which is practically everyone. Towards the end, it loses steam a bit when it wades into cognitive psychology -- which is relevant but it's better covered elsewhere. All in all, pretty good book.

[Dominika Oliwia · Rating 3 out of 5]

Informative

Had to read it for one of my classes, informative if you didn’t have any prior knowledge about negotiations as it has some nice examples in it. However, if you have some experience in the field this might not be the best choice out there.

[Robin Bhan · Rating 5 out of 5]

This book is a no-nonsense, concise and practical guide for enhancing your negotiations.
The book describes strategies to move from loss-loss or win-loss situations to ideal win-win situations.
Highly Recommended.

[Jonathon M Woloshuk · Rating 4 out of 5]

Great fast read!

It is a quick read on negotiations. However, I read it as part of a class. It does not go into great detail.

[Nguyễn Thái · Rating 3 out of 5]

Provide basic understanding about negotiations

[Ipixx · Rating 3 out of 5]

อ่านฉบับแปล แล้วได้เรียนรู้วิธีคิดและหลักการเจรจาต่อรองกับกลุ่มคนบางประเภทที่เราไม่ชอบ แต่หลีกเลี่ยงไม่ได้ ซึ่งก็พอจะเห็นภาพและวิธีการเพื่อให้งานผ่านไปได้ด้วยดี

[Robert lll Fire . · Rating 5 out of 5]

Excellent book to learn about negotiations.

[Cristina · Rating 4 out of 5]

A good place to start learning about negotiations, but should be read along with other books for a complete perspective on the topic.

[Bikash Agarwal · Rating 5 out of 5]

Great Negotiation Book

A great book about practically looking at each negotiation from strategy and tactic perspective. Highly recommend to everyone for better negotiation results

[ilse · Rating 2 out of 5]

another class read, nothing new to be learned imo.

[Aidan Renaghan · Rating 4 out of 5]

Helpful guide to negotiations. Easily digestible with good frameworks. Set up to be easy to reference back to it.

[Sohail Maqsoodi · Rating 4 out of 5]

A great and practical book which can be used in real life. It has 53 rules which shows you how to get involved in negotiations.

[Lei Ding · Rating 3 out of 5]

This is a dense summary of research-based negotiation insights.
(Not recommended as the main source to learn about negotiation)

[Sandra · Rating 3 out of 5]

I had to read this for class but it was enjoyable either way. A lot of good takeaways for negotiating

[Adam · Rating 3 out of 5]

This book, by Kellogg Professor Leigh Thompson presents a quick, concise handbook of 53 negotiation tips. The tips themselves vary from common sense, to "academically" interesting, to valuable reminders. For what it is, (a handbook on negotiation) the book served it's purpose and did so quickly and concisely. My only complaint would be that the physical book should be about 1/2 the number of pages; it is formatted to make it appear more voluminous that it in fact is. That said, I appreciated the concise, direct writing in the book.

[Luigi · Rating 4 out of 5]

Much better than the cover suggests, well written, easy to follow and usable as a resource. It doesn't go into great depth, which is possibly a good thing, but there is something in it for everyone who negotiates and as Leigh points out, there are negotiations in every aspect of our lives from who gets to use the bathroom first, to getting a good deal on a TV, buying a house, who goes to the wedding and getting your next job. Ultimately combine some smarts with truth and integrity and you can't go far wrong.

[Brandon · Rating 4 out of 5]

Good introduction to the art of negotiations. There were times when I wanted more details on how to follow the advice, but the references proved to be a great place to go for more information.

[David · Rating 3 out of 5]

a slightly 2-hr reading on how to proceed to implement a sequential negotiation technique...very sequential as a point to maintain both's platform not to be deviated, ultimately to achieve a possible win/win scenario..other scenarios are also provided...alright to read..

[Fabian Santana · Rating 1 out of 5]

The -blatantly obvious- truth about negotiations.

I'll spend as little time on this review as not to bore you anymore with it: Pretty useless beating around the bush for a couple hundred pages, then it goes downhill.

[Collette · Rating 4 out of 5]

Very easy read with palatable tips to consider when negotiating. Since reading this book and taking my MBA Negotiations class, I find that I view transactions through a different lens. I look for more win-win situations and I am more willing to speak up.

[Katie Whichard · Rating 4 out of 5]

I read this book in its second edition. Although not entirely scientific, I think it offers pragmatic advice for negotiations and I will keep it close on my shelf for quick reference. I would recommend this book to my friends in sales and government.

[Robert · Rating 4 out of 5]

53 chapters go pretty quick when they're 2-3 pages each.

The title is a bit presumptuous, and some of the "truths" were better than others, but overall some good advice for negotiating.

[Bonnie · Rating 4 out of 5]

Great truths, some of which I learned the hard way, others very valuable and good to have in my tool box.

[Thomas McGuire · Rating 3 out of 5]

Quick, easy to understand tips. Hopefully I've learned / highlighted enough useful information for upcoming classes.