In “The Truth About Negotiations,” Leigh Thompson presents 53 evidence-based truths about negotiation. Here are some practical takeaways:
- Win-win outcomes are often misunderstood (cf. my post from Dec 17, 2024, on ‘win-wimp’ outcomes). To achieve genuine win-win solutions, actively trade low-cost concessions for high-value gains.
- There is no substitute for disciplined, structured preparation. Anticipating the other party’s objectives and rehearsing scenarios creates confidence and flexibility at the negotiation table.
- Emotions shape outcomes—for better or worse. Recognize, regulate and strategically harness emotions to build rapport and influence effectively.
- Overconfidence can sabotage your negotiation. To stay grounded and prevent costly mistakes, seek external perspectives, systematically test your assumptions and remain curious.
- Real trust emerges from integrity and genuine responsiveness—demonstrated through consistency, predictability and transparent communication. This foundation helps build lasting relationships.
A quick, accessible read for anyone interested in enhancing negotiation skills.