PART 6: I-negotiations and E-negotiations
by Leigh Thompson, Martha I. Finney, William S. Kane, Robert E. Gunther
The Truth About Better Decision-Making (Collection), 2/e
- About This eBook
- Title Page
- Copyright Page
- Table of Contents
- The Truth About: Making Smart Decisions
- Copyright Page
- Dedication Page
- Praise for The Truth About Making Smart Decisions
- Preface
- Introduction
- PART I: The Truth About Preparing for Decisions
- PART II: The Truth About Why Bad Decisions Are Good
- Truth 7. To make better decisions, make more mistakes
- Truth 8. Be prepared to profit from your mistakes
- Truth 9. Learn from your close calls
- Truth 10. Learn from the decisions of others
- Truth 11. Don't judge your decisions based on their outcome
- Truth 12. Leave yourself room to get back from the pole
- PART III: The Truth About the Limits of Your Mind
- Truth 13. Understand common "decision traps"
- Truth 14. Giving up something? Get over it!
- Truth 15. It's possible to miss an entire gorilla
- Truth 16. You may see only what you're looking for
- Truth 17. You're not as clever as you think you are
- Truth 18. Your view of the world depends on what planet you're from
- Truth 19. Beware of seeing patterns that aren't there
- Truth 20. Different is not always better
- PART IV: The Truth About Complex Decisions
- PART V: The Truth About Data
- PART VI: The Truth About Acting Decisively
- PART VII: The Truth About Decisions in Groups
- PART VIII: The Truth About Emotions
- PART IX: The Truth About Ethical Decision Making
- PART X: The Truth About Big Decisions
- PART XI: The Truth About Moving On
- Additional Resources
- References
- About the Author
- The Truth About: Thriving in Change
- Copyright Page
- Praise for The Truth About Thriving in Change
- Preface
- PART I: The Truth About Staying or Going
- PART II: The Truth About What You should Pack
- PART III: The Truth About Those Early Days
- PART IV: The Truth About Planning
- PART V: The Truth About Communications
- PART VI: The Truth About Matching People with Purpose
- Truth 23. Organizational structure: Look in from the outside
- Truth 24. Build your team around your "A" players
- Truth 25. Candidate screening: Let the facts speak for themselves
- Truth 26. Avoid the ten potential "placement pitfalls"
- Truth 27. Don't surround yourself with yourself
- Truth 28. Why you need to get staffing right
- Truth 29. If you must "right-size," do it the right way
- PART VII: The Truth About Managing Performance
- PART VIII: The Truth About Creating Your Cultural Framework
- Truth 35. Calm waters make for easier sailing
- Truth 36. Trust is a currency not easily earned, but easily spent
- Truth 37. If you're out of sight, you're probably out of touch
- Truth 38. Teams aren't a necessary evil
- Truth 39. Your way may not be the best way
- Truth 40. The whole is greater than the sum of the parts
- Truth 41. Embrace—don't run from—the questions
- Truth 42. Decision making: The fastest don't always finish first
- Truth 43. Exceptions: Can't live with them; can't live without them
- Truth 44. Employee discipline: Ask the more meaningful question
- PART IX: The Truth About Recognition and Reward
- PART X: The Truth About Sustenance
- References
- About the Author
- Appendix A. Career Reflections
- Appendix B. Vision/Mission Statements
- Appendix C. Strategic Objectives
- Appendix D. Tactics
- Appendix E. Values
- Appendix F. Behavioral Interviewing Examples
- Appendix G. Types of Organizational Learning
- Appendix H. Prompting a Dialog About Values
- 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
- Acknowledgments
- About the Author
- The Truth About: Getting the Best from People
- Copyright Page
- Praise for the First Edition
- Dedication Page
- Introduction
- PART I: The Truth About Employee Engagement
- Truth 1. You don’t need the carrot or the stick
- Truth 2. You have direct influence over your employees’ passion quotient
- Truth 3. You get the best by giving the best
- Truth 4. It’s not money that motivates
- Truth 5. Employee engagement isn’t for sissies
- Truth 6. Real engagement gains happen after survey scores come in
- PART II: The Truth About Yourself
- Truth 7. Your behaviors are your brand
- Truth 8. You can’t give what you don’t have
- Truth 9. “Best” doesn’t mean the same thing to everyone
- Truth 10. Think you’re a great leader? Think again
- Truth 11. You could be your own worst employee
- Truth 12. Visionary or beat cop? Your choice
- Truth 13. Your health may be compromising your leadership effectiveness
- Truth 14. You don’t have to be perfect
- Truth 15. Your career can recover from an engagement hit
- PART III: The Truth About Engaged Cultures
- Truth 16. Employee happiness is serious business
- Truth 17. Great leaders make their people cry
- Truth 18. Better questions lead to better answers
- Truth 19. Individual passion builds a passion-fueled customer service culture
- Truth 20. Authentic is better than clever
- Truth 21. Retention begins with hello
- Truth 22. The bad will do you good
- Truth 23. Your biggest complainer may be your best supporter
- Truth 24. You can sell an unpopular decision
- Truth 25. Flex is best
- Truth 26. Nobody cares if you don’t mean to be mean
- Truth 27. Controlling your temper is a labor-saving device
- Truth 28. There is no “but” in “I’m sorry”
- PART IV: The Truth About Motivation
- Truth 29. Engagement happens one person at a time
- Truth 30. If you’re a manager, you’re a career coach
- Truth 31. The candidates you’re seeking may not be the ones you need
- Truth 32. Ask for cheese—you might get the moon
- Truth 33. You lead better when you get off your pedestal
- Truth 34. Trust is your strongest persuasion tool
- Truth 35. If they aren’t buying it, they aren’t doing it
- Truth 36. Overselling an opportunity can cost you precious talent
- Truth 37. Focusing on what’s right can help solve what’s wrong
- Truth 38. High performers are motivated by a piece of the action
- Truth 39. All the generations want the same things
- PART V: The Truth About Performance
- Truth 40. Compassion promotes performance
- Truth 41. A hot star can brighten your whole team
- Truth 42. B players are your A team
- Truth 43. High performers have enough coffee mugs
- Truth 44. Discipline deepens engagement
- Truth 45. You don’t have to inherit the problem employees
- Truth 46. Performance appraisals are really about you
- Truth 47. New hires can inspire current employees
- Truth 48. Terminations are an engagement tool
- PART VI: The Truth About Creativity
- Truth 49. Innovation begins with y-e-s
- Truth 50. Everyone can be creative
- Truth 51. You stand between inspiration and implementation
- Truth 52. Failures promote progress
- Truth 53. People don’t quit their bosses, they quit their colleagues
- Truth 54. Extreme pressure kills inspired performance
- Truth 55. Creativity is a balancing act
- PART VII: The Truth About Communication
- PART VIII: The Truth About Teams
- References
- About the Author
- FT Press
PART 6: I-negotiations and E-negotiations
The rise of information technology has led to new forms of negotiating. On the one hand, it is efficient; on the other hand, it creates new limitations. Like it or not, we behave differently when we are not face-to-face, and this affects the success of our 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
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