"Time management is essential for successful negotiations. This book helps you do first things first."
—Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center "This book brings a breakthrough method to lead efficient negotiations."
—Yann Duzert, Professor, Foundation Getulio Vargas, Brazil
"Even if you only implement 5% of this method, your clients will find you more attentive to their needs."
—John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office
"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices."
—Pierre Debaty, Head of the Brussels Training Office, European Parliament
"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches."
—AJR Groom, University of Kent at Canterbury
"Whether you negotiate abroad or in your home country, this book is a must."
—Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics
"Many former enemies started thinking and acting differently after having integrated the principles of this book."
—Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress
"This negotiation method makes a difference for business and government leaders, who want to act more responsibly."
—Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government
Table of Contents:
Acknowledgements vii
Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1
How to develop relevant responses for negotiation
Chapter 1 Questioning before Negotiating 11
How to move beyond an instinctive approach
Chapter 2 Preparing Negotiations before Performing 29
How to plan for process, problems, and people
Chapter 3 Doing the Essential before the Obvious 59
How to deal with the process
Chapter 4 Optimising Joint Value before Dividing It 89
How to deal with the problem
Chapter 5 Listening before Speaking 119
How to deal with people (1) – active communication
Chapter 6 Acknowledging Emotions before Problem-Solving 153
How to deal with people (2) – the challenges
Chapter 7 Deepening the Method before Facing Complexity 177
How to manage negotiations in multilevel, multilateral and multicultural contexts
Chapter 8 Formalising the Agreement before Concluding 207
How to reap the benefits of negotiation
Conclusion Personalising your Theory before Practicing 219
How to continue to improve your negotiation skills
Bibliography 229
To Go Further 235
Essec Irene
Negotiators of the World
About the Authors 237
References 239
Index 245
