Evanston, Illinois, United States
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Author of "Dear Professor" Substack column
VIDEOs for Negotiation, Teamwork…

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Experience & Education

  • Northwestern University - Kellogg School of Management

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Publications

  • Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table

    Harper Collins

    Why do people leave more than 20% of the mutual gains on the table when negotiating with friends, colleagues, and virtual collaborators? After more than 20 years of research and testing, I offer simple, easy-to-use "hacks" that can help relationships in the workplace, home, and internet -- flourish.

    See publication
  • The Mind & Heart of the Negotiator

    Pearson

    PART I: NEGOTIATION ESSENTIALS
    Chapter 1 Negotiation: The Mind and the Heart
    Chapter 2 Preparation: What to Do Before Negotiation
    Chapter 3 Distributive Negotiation: Claiming Value
    Chapter 4 Integrative Negotiation: Expanding the Pie
    PART II: NEGOTIATION SKILLS
    Chapter 5 Understanding Personality and Motivation
    Chapter 6 Managing Emotions and Contentious Negotiations
    Chapter 7 Establishing Trust and Building Relationships
    Chapter 8 Power, Ethics…

    PART I: NEGOTIATION ESSENTIALS
    Chapter 1 Negotiation: The Mind and the Heart
    Chapter 2 Preparation: What to Do Before Negotiation
    Chapter 3 Distributive Negotiation: Claiming Value
    Chapter 4 Integrative Negotiation: Expanding the Pie
    PART II: NEGOTIATION SKILLS
    Chapter 5 Understanding Personality and Motivation
    Chapter 6 Managing Emotions and Contentious Negotiations
    Chapter 7 Establishing Trust and Building Relationships
    Chapter 8 Power, Ethics, and Reputation
    Chapter 9 Creativity, Problem Solving, and Learning in Negotiation
    PART III: COMPLEX NEGOTIATIONS
    Chapter 10 Multiple Parties, Coalitions, and Teams
    Chapter 11 Cross-Cultural Negotiation
    Chapter 12 Negotiating in a Virtual World
    APPENDICES
    Appendix 1 Negotiating a Job Offer
    Appendix 2 Third-Party Intervention

    See publication
  • Making the Team: A Guide for Managers

    Pearson

    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…

    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

    See publication
  • Stop Spending, Start Managing: Strategies to Transform Wasteful Habits

    Harvard Business Press

    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

    Other authors
    See publication
  • Creative Conspiracy: The New Rules of Breakthrough Collaboration

    Harvard Business 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

    See publication
  • The Truth About Negotiations: Crack the Code and use it with anyone at any time

    Financial Times

    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…

    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
    Truths 25 - 29: Reciprocity, Reinforcement, Similarity, Anchoring, Framing
    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
    Truth 40: From relational to highly transactional
    Truth 41: Negotiating across generations
    Truth 42: Organizational culture
    Truth 43: Demographic culture
    Part 7: Negotiation Yoga

    See publication

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