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
ESSENTIALS OF NEGOTIATION 1
Chapter 1 Negotiation: The Mind and the Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Slicing the Pie 40
Chapter 4 Win-Win Negotiation: Expanding the Pie 74
PART II
ADVANCED NEGOTIATION SKILLS 96
Chapter 5 Developing a Negotiating Style 96
Chapter 6 Establishing Trust and Building a Relationship 128
Chapter 7 Power, Persuasion, and Ethics 159
Chapter 8 Creativity and Problem Solving in Negotiations 183
PART III
APPLICATIONS AND SPECIAL SCENARIOS 218
Chapter 9 Multiple Parties, Coalitions, and Teams 218
Chapter 10 Cross-Cultural Negotiation 258
Chapter 11 Tacit Negotiations and Social Dilemmas 292
Chapter 12 Negotiating via Information Technology 319
APPENDICES
Appendix 1 Are You a Rational Person? Check Yourself 338
Appendix 2 Nonverbal Communication and Lie Detection 358
Appendix 3 Third-Party Intervention 367
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