Lempereur / Colson / Pekar The First Move

A Negotiator's Companion
1. Auflage 2010
ISBN: 978-0-470-66219-9
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 264 Seiten, E-Book

"Time management is essential for successful negotiations. Thisbook helps you do first things first."
--Jeanne Brett, DeWitt W. Buchanan,Jr. Professor ofDispute Resolution and Organizations, Kellogg School of Management,and Director of the Dispute Resolution Research Center
"This book brings a breakthrough method to lead efficientnegotiations."
--Yann Duzert, Professor, Foundation Getulio Vargas,Brazil
"Even if you only implement 5% of this method, your clients willfind 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. Itoffers a learner-friendly distillation of tested ideas and goodpractices."
--Pierre Debaty, Head of the Brussels Training Office,European Parliament
"Drawing on their extensive experience in over 50 countries, theauthors provide the best of Anglo-Saxon and continental Europenegotiation approaches."
--AJR Groom, University of Kent at Canterbury
"Whether you negotiate abroad or in your home country, this bookis a must."
--Tetsushi Okumura, Professor, Nagoya City University,Graduate School of Economics
"Many former enemies started thinking and acting differentlyafter having integrated the principles of this book."
--Howard Wolpe, Special Advisor to the Africa Great Lakesregion, former Member of US Congress
"This negotiation method makes a difference for business andgovernment leaders, who want to act more responsibly."
--Theo Panayotou, Professor, Cyprus International Institutefor Management & Harvard Kennedy School of Government

Autoren/Hrsg.

Lempereur, Alain

Colson, Aurelien

Pekar, Michele

Inhaltsverzeichnis

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 beforePerforming.
How to plan for process, problems, and people.
Chapter 3 Doing the Essential before theObvious.
How to deal with the process.
Chapter 4 Optimising Joint Value before DividingIt.
How to deal with the problem.
Chapter 5 Listening before Speaking.
How to deal with people (1) - activecommunication.
Chapter 6 Acknowledging Emotions beforeProblem-Solving.
How to deal with people (2) - the challenges.
Chapter 7 Deepening the Method before FacingComplexity.
How to manage negotiations in multilevel, multilateral andmulticultural contexts.
Chapter 8 Formalising the Agreement beforeConcluding.
How to reap the benefits of negotiation.
Conclusion Personalising your Theory beforePracticing.
How to continue to improve your negotiation skills.
BIBLIOGRAPHY.
TO GO FURTHER.
ESSEC IRENE: Negotiators of the World.
ABOUT THE AUTHORS.
REFERENCES.
INDEX.

Über Autor(innen)

Alain Lempereur (SJD Harvard) is the ESSEC Negotiation andMediation Chair Professor and former visiting professor at Harvard.He advises global corporations and facilitates expert meetings forinternational organizations.
Aurélien Colson (PhD Kent, MBA) is AssociateProfessor at ESSEC and Director of the Institute for Research andEducation on Negotiation in Europe (IRENE). He contributes topost-conflict facilitation efforts in war-torn societies.
Michele Pekar (MTS Harvard) is ESSEC MBA InternationalDevelopment Director. She worked in politics and fundraising, andbuilt partnerships around the world. She is a senior negotiationtrainer.