{"product_id":"the-first-move-a-negotiators-companion-hardback-9780470750087","title":"The First Move; A Negotiator's Companion (Hardback) 9780470750087","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe First Move\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eA Negotiator's Companion\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eAlain Lempereur (Author), Aurelien Colson (Author), Michele Pekar (Edited by)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470750087, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 12 January 2010\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e272 pages\u003cbr\u003e23.1 x 15.8 x 2.3 cm, 0.522 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\"Time management is essential for successful negotiations. This book helps you do first things first.\"\u003cbr\u003e —\u003cb\u003eJeanne Brett, DeWitt W. Buchanan,Jr.\u003c\/b\u003e \u003cb\u003eProfessor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center\u003c\/b\u003e  \u003cp\u003e\"This book brings a breakthrough method to lead efficient negotiations.\"\u003cbr\u003e \u003cb\u003e—Yann Duzert, Professor, Foundation Getulio Vargas, Brazil\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Even if you only implement 5% of this method, your clients will find you more attentive to their needs.\"\u003cbr\u003e \u003cb\u003e—John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices.\"\u003cbr\u003e \u003cb\u003e—Pierre Debaty, Head of the Brussels Training Office, European Parliament\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches.\"\u003cbr\u003e \u003cb\u003e—AJR Groom, University of Kent at Canterbury\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Whether you negotiate abroad or in your home country, this book is a must.\"\u003cbr\u003e \u003cb\u003e—Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Many former enemies started thinking and acting differently after having integrated the principles of this book.\"\u003cbr\u003e \u003cb\u003e—Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"This negotiation method makes a difference for business and government leaders, who want to act more responsibly.\"\u003cbr\u003e \u003cb\u003e—Theo Panayotou, Professor, Cyprus International Institute for Management \u0026amp; Harvard Kennedy School of Government\u003c\/b\u003e\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eAcknowledgements vii\u003c\/p\u003e \u003cp\u003eIntroduction Experimenting with a Renewed Method \u003ci\u003ebefore \u003c\/i\u003eResorting to Old Reflexes 1\u003ci\u003e\u003cbr\u003e How to develop relevant responses for negotiation\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Questioning before Negotiating 11\u003cbr\u003e \u003ci\u003eHow to move beyond an instinctive approach\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 Preparing Negotiations before Performing 29\u003cbr\u003e \u003ci\u003eHow to plan for process, problems, and people\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Doing the Essential before the Obvious 59\u003cbr\u003e \u003ci\u003eHow to deal with the process\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Optimising Joint Value before Dividing It 89\u003cbr\u003e \u003ci\u003eHow to deal with the problem\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Listening before Speaking 119\u003cbr\u003e \u003ci\u003eHow to deal with people (1) – active communication\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Acknowledging Emotions before Problem-Solving 153\u003cbr\u003e \u003ci\u003eHow to deal with people (2) – the challenges\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Deepening the Method before Facing Complexity 177\u003cbr\u003e \u003ci\u003eHow to manage negotiations in multilevel, multilateral and multicultural contexts\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Formalising the Agreement before Concluding 207\u003cbr\u003e \u003ci\u003eHow to reap the benefits of negotiation\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eConclusion Personalising your Theory before Practicing 219\u003cbr\u003e \u003ci\u003eHow to continue to improve your negotiation skills\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eBibliography 229\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTo Go Further 235\u003cbr\u003e\u003c\/b\u003e\u003ci\u003eEssec Irene\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eNegotiators of the World\u003c\/p\u003e \u003cp\u003eAbout the Authors 237\u003c\/p\u003e \u003cp\u003eReferences 239\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52458271768856,"sku":"9780470750087","price":26.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470750087.jpg?v=1785370287","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-first-move-a-negotiators-companion-hardback-9780470750087","provider":"Freshly Printed Books","version":"1.0","type":"link"}