by Leigh Thompson
(HarperCollins Leadership)



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

About the Author






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<



About the Authors



by Leigh Thompson
(Boston, Massachusetts: Harvard Business Review Press)



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




Truth about negotiatioins


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




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?




About the Author

Mind and Heart of a Negotiator


by Leigh Thompson
(Upper Saddle River, New Jersey Pearson Prentice Hall)

Brief Contents




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




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




Chapter 10 Multiple Parties, Coalitions, and Teams 207

Chapter 11 Cross-Cultural Negotiation 240

Chapter 12 Negotiating in a Virtual World 273



Appendix 1 Negotiating a Job Offer 295
Appendix 2 Third-Party Intervention 306

Making the team


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


Name Index
Subject Index

Shared Cognition


by Leigh Thompson
John M. Levine
David M. Messick


(Published by Lawrence Erlbaum, 1999)



About the Editors







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


by Leigh Thompson


(Upper Saddle River, New Jersey: Pearson Education)




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


Photo Credits

Name/Author Index

Subject Index