Freshly Printed - allow 7 days lead
Couldn't load pickup availability
The First Move
A Negotiator's Companion
Alain Lempereur (Author), Aurelien Colson (Author), Michele Pekar (Edited by)
9780470750087, Wiley
Hardback, published 12 January 2010
272 pages
23.1 x 15.8 x 2.3 cm, 0.522 kg
"Time management is essential for successful negotiations. This book helps you do first things first." "This book brings a breakthrough method to lead efficient negotiations." "Even if you only implement 5% of this method, your clients will find you more attentive to their needs." "A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices." "Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches." "Whether you negotiate abroad or in your home country, this book is a must." "Many former enemies started thinking and acting differently after having integrated the principles of this book." "This negotiation method makes a difference for business and government leaders, who want to act more responsibly."
—Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center
—Yann Duzert, Professor, Foundation Getulio Vargas, Brazil
—John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office
—Pierre Debaty, Head of the Brussels Training Office, European Parliament
—AJR Groom, University of Kent at Canterbury
—Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics
—Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress
—Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government
Acknowledgements vii Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1 Chapter 1 Questioning before Negotiating 11 Chapter 2 Preparing Negotiations before Performing 29 Chapter 3 Doing the Essential before the Obvious 59 Chapter 4 Optimising Joint Value before Dividing It 89 Chapter 5 Listening before Speaking 119 Chapter 6 Acknowledging Emotions before Problem-Solving 153 Chapter 7 Deepening the Method before Facing Complexity 177 Chapter 8 Formalising the Agreement before Concluding 207 Conclusion Personalising your Theory before Practicing 219 Bibliography 229 To Go Further 235 Negotiators of the World About the Authors 237 References 239 Index 245
How to develop relevant responses for negotiation
How to move beyond an instinctive approach
How to plan for process, problems, and people
How to deal with the process
How to deal with the problem
How to deal with people (1) – active communication
How to deal with people (2) – the challenges
How to manage negotiations in multilevel, multilateral and multicultural contexts
How to reap the benefits of negotiation
How to continue to improve your negotiation skills
Essec Irene
Subject Areas: Business & management [KJ]
