Leigh L. Thompson's Books

Negotiating to Win

Strategies and Skills for Every Situation (Collection)

By: Richard Templar,Jonathan J. Herring,Leigh Thompson,Terry J. Fadem

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Negotiating to Win

Strategies and Skills for Every Situation (Collection)

By: Richard Templar,Jonathan J. Herring,Leigh Thompson,Terry J. Fadem

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 subtleties of making your case and winning hearts and minds. Herring covers everything from making your point more crisply to keeping your cool in heated situations. In The Truth About Negotiations, Leigh L. Thompson teaches 53 proven negotiation principles and bite-size, easy-to-use techniques that work. You’ll learn how to prepare within one hour…negotiate with friends, colleagues, and spouses…master the win-win litmus test…become a truly world-class negotiator. Finally, in The Art of Asking: Ask Better Questions, Get Better Answers, Terry J. Fadem reveals the core questions that every manager needs to master...shows how to avoid the mistakes business questioners make most often...identifies ten simple rules for asking every question more effectively. You’ll learn how to ask tough questions and take control of tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! From world-renowned leaders in business negotiation and communication, including Richard Templar, Jonathan Herring, Leigh L. Thompson, and Terry J. Fadem

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839

Publisher

FT Press

Published Date

ISBN 10

0133087220

ISBN 13

9780133087222

Creative Conspiracy

The New Rules of Breakthrough Collaboration

By: Leigh Thompson

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Creative Conspiracy

The New Rules of Breakthrough Collaboration

By: Leigh Thompson

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 teams to reach their full creative potential and maximize their results. She also reveals a host of surprising findings; for example: • Left to their own devices, teams are less creative than individuals • Providing “rules” to teams actually increases inventiveness • Striving for quality results in less creativity than striving for quantity • Fluctuating membership enhances a team’s innovation • Most leaders cannot articulate the four basic rules of brainstorming Thompson combines broad-ranging research with real-life examples to offer strategies and practices designed to help teams and their leaders capitalize on what actually works when it comes to creative collaboration. Creative Conspiracy challenges managers to adopt an unconventional approach to leading teams that, done right, will lead to the creative success of every team—and every organization.

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245

Publisher

Harvard Business Press

Published Date

ISBN 10

1422187578

ISBN 13

9781422187579

The Truth About Better Business Communication (Collection)

By: Natalie Canavor,Claire Meirowitz,James O'Rourke,Leigh L. Thompson

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The Truth About Better Business Communication (Collection)

By: Natalie Canavor,Claire Meirowitz,James O'Rourke,Leigh L. Thompson

150 powerful bite-size techniques for supercharging all your business communications: print, web, e-mail, and in person! Three full books of indispensable, practical advice on virtually every form of business communication! Discover how to write e-mails, reports, proposals, and web content that really pack a punch… build presentations around what people really want to know… communicate successfully in every negotiation scenario, even the most frustrating or unexpected… and much more! From world-renowned leaders and experts, including Natalie Canavor, Claire Meirowitz, James O’Rourke, and Leigh Thompson

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1003

Publisher

Pearson Education

Published Date

ISBN 10

0132655780

ISBN 13

9780132655781

The Truth about Negotiations

By: Leigh L. Thompson

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The Truth about Negotiations

By: Leigh L. Thompson

“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 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! • 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 This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

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223

Publisher

FT Press

Published Date

ISBN 10

0136007368

ISBN 13

9780136007364

The Truth About Personal Performance (Collection)

By: James O'Rourke,Leigh L. Thompson,Robert E. Gunther

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The Truth About Personal Performance (Collection)

By: James O'Rourke,Leigh L. Thompson,Robert E. Gunther

150+ secrets of exceptional personal performance: how to present confidently, negotiate successfully, and make smarter decisions--anywhere, anytime! Three full books of proven solutions for supercharging personal performance! Prepare for any audience, negotiation, or decision…compel attention and motivate action…manage anxiety or anger…use nonverbal communication…negotiate with people you love (or hate)…build (or repair) trust…make decisions with imperfect data…and much more! From world-renowned leaders and experts, including James O'Rourke, Leigh L. Thompson, and Robert E. Gunther.

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784

Publisher

Pearson Education

Published Date

ISBN 10

0132595257

ISBN 13

9780132595254

The Truth About Effectively Preparing for Negotiations

By: Leigh L. Thompson

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The Truth About Effectively Preparing for Negotiations

By: Leigh L. Thompson

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...

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Pearson Education

Published Date

ISBN 10

0132485133

ISBN 13

9780132485135

The Truth About Better Decision-Making (Collection)

By: Leigh L. Thompson,William Kane,Robert E. Gunther

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The Truth About Better Decision-Making (Collection)

By: Leigh L. Thompson,William Kane,Robert E. Gunther

150 powerful bite-size solutions for improving every decision you make! Three full books of practical guidance for making smarter, better decisions — in business, and in life! Discover how to learn and profit from your mistakes… minimize your risks, and act more decisively… make choices that help your organization thrive in change… make negotiating decisions that lead to win-win solutions and enduring business relationships… and much more! From world-renowned leaders and experts, including Robert E. Gunther, William S. Kane, and Leigh Thompson

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815

Publisher

Pearson Education

Published Date

ISBN 10

0132655306

ISBN 13

9780132655309

The Truth About Negotiating on the Phone

By: Leigh L. Thompson

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The Truth About Negotiating on the Phone

By: Leigh L. Thompson

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. Practical strategies for building rapport on the phone, getting “in sync,” and negotiating more successfully. When you negotiate on the phone, you lose kinetic and visual information feeds: you rely on linguistic cues and paralinguistic cues only. For this reason, people often have a harder time establishing rapport — the feeling that you’re “on the same wavelength.” If you find yourself negotiating on the phone, think about how to develop rapport with the counterparty. Here are some strategies...

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Pearson Education

Published Date

ISBN 10

0132485095

ISBN 13

9780132485098

Negotiating to Win

Strategies and Skills for Every Situation (Collection)

By: Richard Templar,Jonathan J. Herring,Leigh Thompson,Terry J. Fadem

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Negotiating to Win

Strategies and Skills for Every Situation (Collection)

By: Richard Templar,Jonathan J. Herring,Leigh Thompson,Terry J. Fadem

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839

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FT Press

Published Date

ISBN 10

0133087220

ISBN 13

9780133087222

The Top 10 Things You Must Know About Negotiations

By: Leigh L. Thompson

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The Top 10 Things You Must Know About Negotiations

By: Leigh L. Thompson

Skills, facts, strategies, techniques...whatever it takes! FT Press’s quick new Top 10s bring together the 10 most crucial things you MUST know to get great results, right now! 10 ways to make sure you’re ready for any negotiation–big or small, business or personal, anywhere, anytime! You spend more time negotiating than you do driving to work. The need to negotiate can happen at any time–sometimes once a day and sometimes more than once. This list will help you make sure you’re ready to negotiate on even the roughest of terrain with even the most daunting road conditions.

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Pearson Education

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ISBN 10

013268554X

ISBN 13

9780132685542

The Truth About Win-Win Negotiating

By: Leigh L. Thompson

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The Truth About Win-Win Negotiating

By: Leigh L. Thompson

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. What “win-win” negotiation really means—and how to put it to work for you Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it’s a negotiation that leaves all parties still speaking. Still others think it means dividing everything equally down the middle. Although all these outcomes are desirable, none captures the central concept of a win-win negotiation...

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Pearson Education

Published Date

ISBN 10

0132462915

ISBN 13

9780132462914

Learn the Art of Logic and Persuasion (Collection)

By: Jonathan Herring,Leigh Thompson

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Learn the Art of Logic and Persuasion (Collection)

By: Jonathan Herring,Leigh Thompson

The ability to persuade, influence and convince is a vital skill for success in work and life. However, most of us have little idea how to argue well. Indeed, arguing is still seen by many as something to be avoided at all costs, and mostly it's done poorly, or not at all. Yet it's possibly the most powerful and yet most neglected asset you could have. In How to Argue: Powerfully, Persuasively, Positively , you will discover the art of arguing powerfully, persuasively and positively and you'll have a head start every time you want. 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 delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more.

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382

Publisher

FT Press

Published Date

ISBN 10

0133739775

ISBN 13

9780133739770

Stop Spending, Start Managing

Strategies to Transform Wasteful Habits

By: Tanya Menon,Leigh Thompson

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Stop Spending, Start Managing

Strategies to Transform Wasteful Habits

By: Tanya Menon,Leigh Thompson

Stop Wasting Precious Time and Money You have a complex problem at work, and you know the standard solutions: hire a consultant, enlist a superstar employee, have more meetings about it. In short, spend money and hours to dig your way out. But you’ve been down this road before—the so-called solution consumes your time, dollars, and resources, and yet the problem still reappears. There is a way out of this cycle. Organizational researchers Tanya Menon and Leigh Thompson, experts in collaboration and creativity, identify five spending traps that lead to this wasteful “action without traction”: The Expertise Trap: recycling old solutions on current problems The Winner’s Trap: investing additional resources into failing projects The Agreement Trap: avoiding conflict to feel like a team player The Communication Trap: communicating too frequently over too many channels The Macromanagement Trap: assuming your employees don’t need your direction Menon and Thompson combine their own research with other findings in psychology to provide strategies to break these unproductive habits and refine your skills as a manager. From shaping problems in new ways and learning from failure through experimentation, to stimulating productive conflict and structuring coordinated conversations, you can escape these traps and discover the value hidden in your organization—without spending a dime.

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231

Publisher

Harvard Business Review Press

Published Date

ISBN 10

1625270550

ISBN 13

9781625270559

The Mind and Heart of the Negotiator

By: Leigh L. Thompson

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The Mind and Heart of the Negotiator

By: Leigh L. Thompson

Intended for undergraduate/graduate-level business courses that cover the skills of negotiation, this text provides a view of what to do and what to avoid at the bargaining table. It presents an overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the common pitfalls that plague negotiators.

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Page Count

434

Publisher

Prentice Hall

Published Date

ISBN 10

0131293753

ISBN 13

9780131293755

The Truth About Negotiating with Someone You Hate...or Love

By: Leigh L. Thompson

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The Truth About Negotiating with Someone You Hate...or Love

By: Leigh L. Thompson

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. How to negotiate successfully with people you can’t stand — and people you can’t resist. You will almost certainly have to negotiate with some people who have pathological personalities. Medicating them is not an option, so what can you do? Replace “D” (dispositional) statements with “B” (behavioral) statements. Label your feelings, not people. Change your behaviors, not your feelings. Let’s take each of these points in turn...

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Pearson Education

Published Date

ISBN 10

013248515X

ISBN 13

9780132485159

Advanced Introduction to Negotiation

By: Thompson, Leigh,Wang, Cynthia S.

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Advanced Introduction to Negotiation

By: Thompson, Leigh,Wang, Cynthia S.

Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

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193

Publisher

Edward Elgar Publishing

Published Date

ISBN 10

1789909120

ISBN 13

9781789909128

5 Business Skills Every Professional Must Master (Collection)

By: Terry J. Fadem,Leigh Thompson,Jerry Weissman,Robert Follett,Stephen P. Robbins

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5 Business Skills Every Professional Must Master (Collection)

By: Terry J. Fadem,Leigh Thompson,Jerry Weissman,Robert Follett,Stephen P. Robbins

A brand new collection of indispensable business skills for professionals in any industry… 5 pioneering books, now in a convenient e-format, at a great price! 5 remarkable eBooks help professionals gain the business skills they need to advance in their careers Today, business professionals need far more than technical skill to advance in their careers: they need a deep understanding of the business, combined with real leadership skills for motivating colleagues and executing on key assignments. This unique 5 eBook package brings together these crucial business skills, helping professionals rise far beyond their current roles. In The Art of Asking, Terry J. Fadem shows how to ask the right questions in the right ways, and get the answers you need to succeed. Discover the core questions you need to master... avoid the mistakes business questioners make most often... master ten simple rules for questioning more effectively… ask questions that give you control over tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! Next, in The Truth About Negotiations, Leigh L. Thompson reveals 53 proven negotiation principles: bite-size, easy-to-use techniques for becoming a world-class negotiator. Learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your "best alternative" if a deal isn't possible… use reason, respect, and reciprocity to extract a deal's maximum potential value, create win-win solutions, and establish enduring relationships. In Presenting to Win, Updated and Expanded Edition, world-renowned presentation consultant Jerry Weissman shows how to connect with even the toughest, most high-level audiences...and move them to action. Drawing on his experience helping the world's top tech executives excel at make-or-break investor presentations, he shows how to dump those PowerPoint templates, tell compelling stories that focus on what's in it for the audience, and get action! In How to Keep Score in Business, long-time CEO Robert Follett helps you capture crucial insights buried in balance sheets, income statements, and other key reports. Follett shows how to apply core tools for analyzing financial reports and investment opportunities and demystifies accounting terms every decision-maker should know. Finally, in The Truth About Managing People, Third Edition, Stephen P. Robbins distills management to its essence, sharing 61 proven principles and real solutions for the make-or-break problems faced by every manager. You'll learn how to overcome the true obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… heal "layoff survivor sickness"… manage a diverse culture… lead effectively in a digital world… get past age stereotypes… and much more! From world-renowned leaders and performance experts Terry J. Fadem, Leigh L. Thompson, Jerry Weissman, Robert Follett, and Stephen Robbins

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1393

Publisher

FT Press

Published Date

ISBN 10

0133346293

ISBN 13

9780133346299

The Truth About Effectively Preparing for Negotiations

By: Leigh L. Thompson

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The Truth About Effectively Preparing for Negotiations

By: Leigh L. Thompson

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Pearson Education

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ISBN 10

0132485133

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9780132485135

The Truth About Win-Win Negotiating

By: Leigh L. Thompson

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The Truth About Win-Win Negotiating

By: Leigh L. Thompson

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. What “win-win” negotiation really means—and how to put it to work for you Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it’s a negotiation that leaves all parties still speaking. Still others think it means dividing everything equally down the middle. Although all these outcomes are desirable, none captures the central concept of a win-win negotiation...

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Pearson Education

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ISBN 10

0132462915

ISBN 13

9780132462914

The Truth about Negotiations

By: Leigh L. Thompson

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The Truth about Negotiations

By: Leigh L. Thompson

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223

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FT Press

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ISBN 10

0136007368

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9780136007364

The Truth About Negotiating on the Phone

By: Leigh L. Thompson

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The Truth About Negotiating on the Phone

By: Leigh L. Thompson

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. Practical strategies for building rapport on the phone, getting “in sync,” and negotiating more successfully. When you negotiate on the phone, you lose kinetic and visual information feeds: you rely on linguistic cues and paralinguistic cues only. For this reason, people often have a harder time establishing rapport — the feeling that you’re “on the same wavelength.” If you find yourself negotiating on the phone, think about how to develop rapport with the counterparty. Here are some strategies...

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Pearson Education

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ISBN 10

0132485095

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9780132485098

The Truth About Negotiating with Someone You Hate...or Love

By: Leigh L. Thompson

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The Truth About Negotiating with Someone You Hate...or Love

By: Leigh L. Thompson

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. How to negotiate successfully with people you can’t stand — and people you can’t resist. You will almost certainly have to negotiate with some people who have pathological personalities. Medicating them is not an option, so what can you do? Replace “D” (dispositional) statements with “B” (behavioral) statements. Label your feelings, not people. Change your behaviors, not your feelings. Let’s take each of these points in turn...

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Pearson Education

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ISBN 10

013248515X

ISBN 13

9780132485159

The Top 10 Things You Must Know About Negotiations

By: Leigh L. Thompson

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The Top 10 Things You Must Know About Negotiations

By: Leigh L. Thompson

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Pearson Education

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013268554X

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9780132685542

Making the Team

A Guide for Managers

By: Leigh Thompson

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Making the Team

A Guide for Managers

By: Leigh Thompson

This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. For undergraduate or graduate management courses in Organization Behavior, Group Dynamics, or Teamwork. Equips team leaders and members for success with theory and real-world applications Making the Team shows leaders how to design teams to function optimally, and focuses on the skills needed to become productive team members. The 6th Edition combines cutting-¿edge theory with the latest information and research, while its real¿-world applications and examples help team leaders and members succeed in the business world.

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478

Publisher

Pearson

Published Date

ISBN 10

0134484959

ISBN 13

9780134484952

Negotiating the Sweet Spot

The Art of Leaving Nothing on the Table

By: Leigh Thompson

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Negotiating the Sweet Spot

The Art of Leaving Nothing on the Table

By: Leigh Thompson

Everybody negotiates at various points every day, be it in life or business, and it's important to get it right. Finding the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the "sweet spot," is a skill that takes practice but is also one that anybody can learn. In Finding the Sweet Spot, Leigh Thompson offers surefire best practices and tools to use in daily negotiations and conflict situations. She calls these strategies "hacks" because they work but don't require a lot of investment, training, expense, and time. You don't have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life's negotiations. Benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of "hacks" that will work in any negotiation and have been proven effective by a top expert in the field

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256

Published Date

ISBN 10

1400217431

ISBN 13

9781400217434

Creative Conspiracy

The New Rules of Breakthrough Collaboration

By: Leigh Thompson

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Creative Conspiracy

The New Rules of Breakthrough Collaboration

By: Leigh Thompson

Identifies the importance of a conscious, planned and shared collaborative environment that promotes teamwork, creativity and enthusiasm, revealing counter-intuitive facts while sharing research-based examples that identify the essential components of an effective team. 15,000 first printing.

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245

Publisher

Harvard Business Review Press

Published Date

ISBN 10

1422173348

ISBN 13

9781422173343

The Truth About Personal Performance (Collection)

By: James O'Rourke,Leigh L. Thompson,Robert E. Gunther

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The Truth About Personal Performance (Collection)

By: James O'Rourke,Leigh L. Thompson,Robert E. Gunther

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784

Publisher

Pearson Education

Published Date

ISBN 10

0132595257

ISBN 13

9780132595254

The Truth About Managing Effectively (Collection)

By: Cathy Fyock,Martha I. Finney,Stephen P. Robbins,Leigh Thompson

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The Truth About Managing Effectively (Collection)

By: Cathy Fyock,Martha I. Finney,Stephen P. Robbins,Leigh Thompson

A brand new collection of state-of-the-art management skills and techniques Master today’s most valuable management skills! Get hundreds of bite-size, easy techniques for hiring, collaboration, motivation, negotiation, and much more! Moving into management? Moving up in management? To compete and succeed, you need today’s best skills for managing, motivating, and collaborating with others. That’s exactly what you’ll find in this extraordinary 4 book package. Build a great team with Cathy Fyock’s The Truth About Hiring the Best : discover how to identify the best, reach them, recruit them, and choose among them! Cathy Fyock presents 53 bite-size, easy-to-use hiring techniques for finding hidden sources of talent… making great people want to work for you… asking the right questions… listening for the right answers… hiring like your organization’s future depends on it, because it does! Next, get the best from the people you have, with the latest version of Martha Finney’s classic, The Truth About Getting the Best from People . Finney’s expanded and improved Second Edition offers 60+ proven principles for achieving employee engagement practically 100% of the time. She’s added more than 15 brand-new truths for managing virtual teams, becoming more persuasive, overcoming unconscious biases, identifying and cultivating individual high performers, and more. Then, optimize your management effectiveness with Stephen P. Robbins’s The Truth About Managing People, Third Edition: 61 real solutions for the make-or-break problems faced by every manager. Learn how to overcome the real obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… how to heal “layoff survivor sickness”… how to manage a diverse culture, and lead effectively in a digital world. This edition is packed with new truths, including: how to nurture friendlier employees, manage a diverse age group, and lead ethically in tough times. Finally, in The Truth About Negotiations, Leigh L. Thompson teaches 46 proven negotiation principles: quick, easy ways to become a world-class negotiator. You’ll learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your “best alternative” if a deal isn’t possible… use reason, respect, and reciprocity to extract a deal’s maximum potential value… create win-win solutions… establish enduring relationships. From hiring to motivation, negotiation to collaboration, this collection gives you hundreds of new best practices and skills for world-class management and leadership! From world-renowned management and HR experts Cathy Fyock, Martha I. Finney, Stephen P. Robbins, and Leigh Thompson

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Page Count

576

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FT Press

Published Date

ISBN 10

013344306X

ISBN 13

9780133443066

Book's by Leigh L. Thompson

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