About
VIDEOs for Negotiation, Teamwork…
Activity
-
Negotiation strategies work at the office. But do they work at home? Most people don’t think twice about negotiating their salary, sales terms with…
Negotiation strategies work at the office. But do they work at home? Most people don’t think twice about negotiating their salary, sales terms with…
Shared by Leigh Thompson
-
You got the verbal job offer. Your instinct? Start negotiating immediately so you don’t lose leverage. Wrong move... Don’t negotiate it… yet. Why?…
You got the verbal job offer. Your instinct? Start negotiating immediately so you don’t lose leverage. Wrong move... Don’t negotiate it… yet. Why?…
Shared by Leigh Thompson
-
I’m grateful and excited to share this announcement from Managed Care Resource Alliance! It’s an honor to step into this work through Bridgespan…
I’m grateful and excited to share this announcement from Managed Care Resource Alliance! It’s an honor to step into this work through Bridgespan…
Liked by Leigh Thompson
Experience & Education
Publications
-
Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table
Harper Collins
See publicationWhy 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.
-
The Mind & Heart of the Negotiator
Pearson
See publicationPART 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 -
Making the Team: A Guide for Managers
Pearson
See publicationPart 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 -
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 SolutionsOther authorsSee publication -
Creative Conspiracy: The New Rules of Breakthrough Collaboration
Harvard Business Press
See publicationIntroduction : 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 -
The Truth About Negotiations: Crack the Code and use it with anyone at any time
Financial Times
See publicationPart 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
More activity by Leigh
-
The shame and stigma of divorce has been replaced, for some women, with empowerment and celebration. While diamond rings have long been a cultural…
The shame and stigma of divorce has been replaced, for some women, with empowerment and celebration. While diamond rings have long been a cultural…
Liked by Leigh Thompson
-
Anytime you cannot achieve your goals without the cooperation of others… you are negotiating. That includes internal team alignment, client…
Anytime you cannot achieve your goals without the cooperation of others… you are negotiating. That includes internal team alignment, client…
Shared by Leigh Thompson
-
Win-win works beautifully at the office—but often backfires at home. Most business professionals have taken a negotiation course, and many credit it…
Win-win works beautifully at the office—but often backfires at home. Most business professionals have taken a negotiation course, and many credit it…
Shared by Leigh Thompson
-
Most Teams Don’t Have a Talent Problem. They Have a Team Spirit Problem. In my article, “How to Build Team Spirit,” I identify five research-backed…
Most Teams Don’t Have a Talent Problem. They Have a Team Spirit Problem. In my article, “How to Build Team Spirit,” I identify five research-backed…
Shared by Leigh Thompson
-
The Most Dangerous Seat at the Negotiation Table: When the Counterparty Is Not the Ultimate Decision Maker Before you negotiate price, concessions…
The Most Dangerous Seat at the Negotiation Table: When the Counterparty Is Not the Ultimate Decision Maker Before you negotiate price, concessions…
Shared by Leigh Thompson
-
✨ Four years, three promotions, and one mindset that never changes: 𝐬𝐭𝐚𝐲 𝐡𝐮𝐧𝐠𝐫𝐲 𝐚𝐧𝐝 𝐡𝐮𝐦𝐛𝐥𝐞, 𝐧𝐨 𝐦𝐚𝐭𝐭𝐞𝐫 𝐭𝐡𝐞…
✨ Four years, three promotions, and one mindset that never changes: 𝐬𝐭𝐚𝐲 𝐡𝐮𝐧𝐠𝐫𝐲 𝐚𝐧𝐝 𝐡𝐮𝐦𝐛𝐥𝐞, 𝐧𝐨 𝐦𝐚𝐭𝐭𝐞𝐫 𝐭𝐡𝐞…
Liked by Leigh Thompson
-
Don’t Take One for the Team I often work with managers and leaders who give too much away at the negotiation table — to clients, customers, or…
Don’t Take One for the Team I often work with managers and leaders who give too much away at the negotiation table — to clients, customers, or…
Shared by Leigh Thompson
-
👉 Should you keep a poker face or be an open book in negotiation? Neither. Hiding everything stalls deals. Revealing everything costs you leverage.…
👉 Should you keep a poker face or be an open book in negotiation? Neither. Hiding everything stalls deals. Revealing everything costs you leverage.…
Shared by Leigh Thompson
Other similar profiles
Explore top content on LinkedIn
Find curated posts and insights for relevant topics all in one place.
View top content