Solidly and uniquely grounded in the best of European and American traditionsand scholarship, including the authors' own research, this book provides deepinsight into how to negotiate successfully in business and political settingsalike. There are two European negotiation scholars whose work is well known in the US and gloablly. Alain Lempereur is by discipline a lawyer. His training in negotiation was at Harvard Law School particularly influenced by Robert Mnookin. Lempereur writes for practitioners; Colson for academics. Lempereur is a prolific writer. He has brought negotiation research and theory to the francophone world. He also has a good deal of hands on experience bringing negotiation and conflict management practice to developing countries in Africa. Heunderstands the challenges of teaching negotiation and conflict management toformer insurgents as well as anyone trying to do so, and he is the only one writing with that experience as a background. INDICE: ACKNOWLEDGEMENTS. Introduction Experimenting with a Renewed Methodbefore Resorting to Old Reflexes. How to develop relevant responses for negotiation. Chapter 1 Questioning before Negotiating. How to move beyond an instinctive approach. Chapter 2 Preparing Negotiations before Performing. How to Plan for process, problems, and people. Chapter 3 Doing the Essential before the Obvious. How to deal with the process. Chapter 4 Optimising Joint Value beforeDividing It. How to deal with the problem. Chapter 5 Listening before Speaking. How to deal with people (1) - active communication. Chapter 6 AcknowledgingEmotions before Problem-Solving. How to deal with people (2) - the challenges. Chapter 7 Deepening the Method before Facing Complexity. How to manage negotiations in multilevel, multilateral and multicultural contexts. Chapter 8 Formalising the Agreement before Concluding. How to reap the benefits of negotiation. Conclusion Personalising your Theory before Practicing. How to continue toimprove your negotiation skills. BIBLIOGRAPHY. TO GO FURTHER. ESSEC Business School Paris-Singapore. ESSEC IRENE. Negotiators of the World. ABOUT THE AUTHORS. ABOUT THE EDITOR. REFERENCES. INDEX
- ISBN: 978-0-470-75008-7
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 264
- Fecha Publicación: 19/01/2010
- Nº Volúmenes: 1
- Idioma: Inglés