by Leigh Thompson
(HarperCollins Leadership)
Contents
Chapter One: What is the Sweet Spot?
Chapter Two: Measuring the Sweet Spot
Chapter Three: Why Do We Miss the Sweet Spot?
Chapter Four: Why We Need Sweet Spot Hacks
Chapter Five: Sweet Spot Hacks for Relationships
Hack 1 This Is Your Brain on Empathy
Hack 2 Suspicious Minds (Maybe Elvis Was Wrong …)
Hack 3 I’m Not Angry, I’m Disappointed
Hack 4 Don’t Look Now (Men, Eye Contact, and Testosterone)
Hack 5 Don’t Go It Alone
Hack 6 (Give Them) the Silent Treatment
Hack 7 Put Away the Wall Street Journal
Hack 8 Get Your “We” On
Hack 9 Mirror (Don’t Mimic)
Chapter Six: Sweet Spot Hacks for the Workplace
Hack 10 Agree on the Process (Before Getting into the Substance)
Hack 11 Lose the Poker Face
Hack 12 Dessert Tray
Hack 13 Columbo Method
Hack 14 Skin in the Game
Hack 15 Write on the Walls
Hack 16 Lawyer “Down”
Hack 17 Brainwriting
Hack 18 Anonymous Tip
Hack 19 Hot-Warm-Cold
Hack 20 Interim Deal
Hack 21 Zoom Out
Hack 22 Pre-shake
Chapter Seven: Sweet Spot Hacks for Virtual Life
Hack 23 Schmooze or Lose (or the Virtual Handshake)
Hack 24 Communication Cholesterol (Watch Your Ratio)
Hack 25 Nothing but Good News
Hack 26 Language Style Matching
Hack 27 A Picture is Worth a Thousand Words
Hack 28 Mirror on the Wall
Hack 29 Q&A
Hack 30 Don’t Cut-to-the-Chase (Big Four “Moves”)
Hack 31 I’m Sorry About the Weather
Hack 32 Lying and Lie Detection
Hack 33 Put Pride Aside
Chapter Eight: Putting It All Together
Hack 34 Multivitamin
Hack 35 Route 66
Hack 36 Blame It on “TML”
Hack 37 Elevator Pitch
Hack 38 Teach One
Hack 39 Bachelor in Paradise
Hack 40 Let’s Try Something Different
Hack 41 Noah’s Ark Method
Afterword
Notes
Index
About the Author
Contents
Acknowledgments
Chapter 1 How Spending Substitutes for Managing
Chapter 2 The Expertise Trap
Chapter 3 The Winner’s Trap
Chapter 4 The Agreement Trap
Chapter 5 The Communication Trap
Chapter 6 The Macromanagement Trap
Chapter 7 From Wicked Problems to Workable Solutions<
Notes
Index
About the Authors
by Leigh Thompson
(Boston, Massachusetts: Harvard Business Review Press)
Contents
ACKNOWLEDGMENTS
Introduction : What is Creative Conspiracy?
Chapter 1: Debunking myths about creativity
Chapter 2: Breaking down the barriers to creative collaboration
Chapter 3: Picking the right people for the creative team
Chapter 4: Leading the creative team
Chapter 5: Motivating the creative team
Chapter 6: Transforming conflict into creativity
Chapter 7: Setting the Stage for a Creative Conspiracy
Chapter 8: Your Action Plan for Instigating a Creative Conspiracy
NOTES
INDEX
ABOUT THE AUTHOR
by Leigh Thompson
(Upper Saddle River, New Jersey: Pearson Education)
Contents
Part 1: Negotiation: A 30,000-foot view
Truth 1: Negotiation: A natural gift?
Truth 2: The magic bullet: Preparation
Truth 3: Your industry is unique (and other myths)
Truth 4: Win–win, win–lose, and lose–lose negotiations
Truth 5: Four sand traps in the golf game of negotiation
Truth 6: If you have only one hour to prepare…
Part 2: The bottom line on bottom lines
Truth 7: Identify your BATNA
Truth 8: Develop your reservation price
Truth 9: It’s alive! Constantly improve your BATNA
Truth 10: Don’t reveal your BATNA
Truth 11: Don’t lie about your BATNA
Truth 12: Signal your BATNA
Truth 13: Research the other party’s BATNA
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
Truth 25: The reciprocity principle
Truth 26: The reinforcement principle
Truth 27: The similarity principle
Truth 28: The anchoring principle
Truth 29: The framing principle
Part 5: People problems (and solutions)
Truth 30: Responding to temper tantrums
Truth 31: How to negotiate with someone you hate
Truth 32: How to negotiate with someone you love
Truth 33: Of men, women, and pie-slicing
Truth 34: Your reputation
Truth 35: Building trust
Truth 36: Repairing broken trust
Truth 37: Saving face
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
Truth 44: What’s your sign? (Know your disputing style)
Truth 45: Satisficing versus optimizing
Truth 46: Are you an enlightened negotiator?
References
Acknowledgments
About the Author
by Leigh Thompson
(Upper Saddle River, New Jersey Pearson Prentice Hall)
Brief Contents
PART I
NEGOTIATION ESSENTIALS 1
Chapter 1 Negotiation: The Mind and the Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Claiming Value 34
Chapter 4 Integrative Negotiation: Expanding the Pie 62
PART II
NEGOTIATION SKILLS 85
Chapter 5 Understanding Personality and Motivation 85
Chapter 6 Managing Emotions and Contentious Negotiations 103
Chapter 7 Establishing Trust and Building Relationships 134
Chapter 8 Power, Ethics, and Reputation 161
Chapter 9 Creativity, Problem Solving, and Learning in Negotiation 182
PART III
COMPLEX NEGOTIATIONS 207
Chapter 10 Multiple Parties, Coalitions, and Teams 207
Chapter 11 Cross-Cultural Negotiation 240
Chapter 12 Negotiating in a Virtual World 273
APPENDICES
Appendix 1 Negotiating a Job Offer 295
Appendix 2 Third-Party Intervention 306
by Leigh Thompson
New York, New York: Pearson
Table of Contents and Preface
Part 1 Building the Team
Chapter 1 Types of teams
Chapter 2 Designing the Team
Chapter 3 Leading Teams
Chapter 4 Team Cohesion and Trust
Part 2 Team Performance
Chapter 5 Performance and Productivity
Chapter 6 Team Communication and Collective Intelligence
Chapter 7 Team Decision Making
Chapter 8 Managing Team Conflict
Chapter 9 Creativity and Innovation in Teams
Part 3 Teams in Organizations
Chapter 10 Subgroups and Multi-Teams
Chapter 11 Team Networking and Social Capital
Chapter 12 Virtual Teamwork
Chapter 13 Multicultural Teams
Appendix 1 Rewarding Teamwork
Appendix 2 Managing Meetings
Appendix 3 Creating Effective Study Groups
References
Name Index
Subject Index
by Leigh Thompson
by Leigh Thompson
by Leigh Thompson
by Leigh Thompson
John M. Levine
David M. Messick
(Published by Lawrence Erlbaum, 1999)
Contents
About the Editors
Contributors
Foreword
Preface
Introduction
Part I Knowledge Systems
1. Transactive Memory: Learning Who Knows What in Work Groups and Organizations
Richard L. Moreland, University of Pittsburgh
2. “Saying is Believing” Effects: When Sharing Reality about Something Biases Knowledge and Evaluations
E. Tory Higgins, Columbia University
3. The Uncertain Role of Unshared Information in Collective Choices
Garold Stasser, Miami University
4. Dirty Secrets: Strategic Uses of Ignorance and Uncertainty
David M. Messick, Northwestern University
Part II Emotional and Motivational Systems
5. Effects of Epistemic Motivation on Conservatism, Intolerance, and Other System-Justifying Attitudes
John T. Jost, Stanford University
Arie W. Kruglanski, University of Maryland at College Park
Linda Simon, University of Maryland at College Park
6. Accountability Theory: Mixing Properties of Human Agents with Properties of Social Systems
Philip E. Tetlock, U.C. Berkeley and Ohio State University
7. Some Like it Hot: The Case for the Emotional Negotiator
Leigh L. Thompson, Northwestern University
Janice Nadler, University of Illinois-Champaign-Urbana
Peter H. Kim, University of Southern California
8. Social Uncertainty and Collective Paranoia in Knowledge Communities: Thinking and Acting in the Shadow of Doubt
Roderick M. Kramer, Stanford University
Part III Communication and Behavioral Systems
9. Normative Influences in Organizations
Robert B. Cialdini, Arizona State University
Renee J. Bator, SUNY-Plattsburgh
Rosanna E. Guadagno, Arizona State University
10. Entrepreneurs, Distrust, and Third Parties: A Strategic Look at the Dark Side of Dense Networks
Ronald S. Burt, University of Chicago
11. What Newcomers See and What Oldtimers Say: Discontinuities in Knowledge Exchange
Deborah H. Gruenfeld, Northwestern University
Elliott T. Fan, Northwestern University
12. Knowledge Transmission in Work Groups: Helping Newcomers Succeed
John M. Levine, University of Pittsburgh
Richard L. Moreland, University of Pittsburgh
13. Organizational Learning and New Product Development: CORE Processes
Fernando Olivera, Carnegie Mellon University
Linda Argote, Carnegie Mellon University
14. Themes and Variations in Shared Knowledge in Organizations
Terry L. Boles, University of Iowa
Author Index
Subject Index
by Leigh Thompson
(Upper Saddle River, New Jersey: Pearson Education)
Contents
Preface
Chapter 1 The Person and the Organization
Chapter 2 Understanding People and Their Behavior
Chapter 3 Ethics and Values
Chapter 4 Communications
Chapter 5 Power and Influence in Organizations
Chapter 6 Relationships and Social Networks
Chapter 7 Decision Making
Chapter 8 Conflict Management and Negotiation
Chapter 9 Leading and Managing Teams
Chapter 10 Leadership
Chapter 11 Organizational Change
Chapter 12 Fairness and Justice
Chapter 13 Diversity and Culture
Chapter 14 The Virtual Workplace
Chapter 15 Life, Learning, and Personal Development
Glossary
Photo Credits
Name/Author Index
Subject Index
The Social Psychology of Organizational Behavior
by Leigh Thompson