Part 4: Psychology
by Leigh Thompson, Jonathan Herring
Learn the Art of Logic and Persuasion (Collection)
- About This eBook
- Title Page
- Copyright Page
- Contents
- How to Argue: Powerfully, Persuasively, Positively
- Copyright Page
- Introduction
- Part 1: The ten golden rules of argument
- Chapter 1. Golden Rule 1: Be prepared
- Chapter 2. Golden Rule 2: When to argue, when to walk away
- Chapter 3. Golden Rule 3: What you say and how you say it
- Chapter 4. Golden Rule 4: Listen and listen again
- Chapter 5. Golden Rule 5: Excel at responding to arguments
- Chapter 6. Golden Rule 6: Watch out for crafty tricks
- Chapter 7. Golden Rule 7: Develop the skills for arguing in public
- Chapter 8. Golden Rule 8: Be able to argue in writing
- Chapter 9. Golden Rule 9: Be great at resolving deadlock
- Chapter 10. Golden Rule 10: Maintain relationships
- Part 2: Situations where arguments commonly arise
- Chapter 11. How to argue with those you love
- Chapter 12. How to argue with your children
- Chapter 13. Arguments at work
- Chapter 14. How to complain
- Chapter 15. How to get what you want from an expert
- Chapter 16. Arguing when you know you’re in the wrong
- Chapter 17. Arguing again and again
- Chapter 18. Doormats
- Chapter 19. How to be a good winner
- Chapter 20. To recap
- Index
- The Truth About Negotiations
- Copyright Page
- Praise for The Truth About Negotiations
- Introduction
- Part 1: Negotiation: A 30,000-foot view
- Part 2: The bottom line on bottom lines
- Part 3: Black belt negotiation skills
- Truth 14. Set optimistic but realistic aspirations
- Truth 15. The power of making the first offer
- Truth 16. What if the other party makes the first offer?
- Truth 17. Plan your concessions
- Truth 18. Be aware of the “even-split” ploy
- Truth 19. Reveal your interests
- Truth 20. Negotiate issues simultaneously, not sequentially
- Truth 21. Logrolling (I scratch your back, you scratch mine)
- Truth 22. Make multiple offers of equivalent value simultaneously
- Truth 23. Postsettlement settlements
- Truth 24. Contingent agreements
- Part 4: Psychology
- Part 5: People problems (and solutions)
- Part 6: I-negotiations and E-negotiations
- Truth 38. Negotiating on the phone
- Truth 39. Negotiating via email and the Internet
- Truth 40. When negotiations shift from relational to highly transactional
- Truth 41. Negotiating across generations
- Truth 42. Negotiating with different organizational cultures
- Truth 43. Negotiating with different demographic cultures
- Part 7: Negotiation Yoga
- References
- Acknowledgments
- About the Author
- FT Press
Part 4: Psychology
It helps to know about human psychology when seated at the bargaining table. If you are unaware of these key principles, you may be vulnerable to common negotiation ploys.
Truth 25: The reciprocity principle
Truth 26: The reinforcement principle
Truth 27: The similarity principle
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