Books

stopspending
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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

creativeconspiracy
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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

Truth about negotiatioins
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by Leigh Thompson
(Upper Saddle River, New Jersey: Pearson Education)

Contents

Introduction

 

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

Mind and Heart of a Negotiator
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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

Appendix 4 Negotiating a Job Offer 375

Making the team
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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

Shared Cognition
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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

Shared Cognition
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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