“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.”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
–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 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.
You can learn to be a world-class negotiator and get what you want!
This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
Leigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program.
An active scholar and researcher, she has published more than 95 research articles and chapters and has authored 7 books, including: The Mind and Heart of the Negotiator (3rd Edition), Making the Team (3rd edition), and Organizational Behavior Today (in press); and edited 5 books, including: Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Conflict in Organizational Groups (in press).
Thompson speaks and conducts workshops on negotiation skills across the globe. Some of her clients include: Bristol-Meyers Squibb, Microsoft, Chubb Insurance, Corn Products International, Sears Holdings, Baxter Healthcare, Chiquita Brands, Lamb Weston, CDW, Fleet Financial, Heller Financial, Novartis, as well as Sandia National Laboratories and the Central Intelligence Agency.
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Publisher: FT Press
Page Count (est.): 212
Pub Date: 11/30/2007