Inventive Negotiation - John L. Graham

Inventive Negotiation
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Autor: John L. Graham

 Wydawnictwo: Palgrave Macmillan
ISBN: 9781137370150
EAN:
Format: ...
Oprawa: twarda
Stron: 256
Data wydania: 2014-06-01
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Whether you're hammering out contracts or cajoling your toddler to put on his shoes, you are negotiating every day. For decades, most people believed that the goal was to split the pie fairly enough that each side felt they'd won. Yet in a world where vast amounts of information are at your fingertips, Inventive Negotiation gets you more than a pie - it helps you build a pie factory. Drawing on three decades of research and practice in international negotiation and innovation, this book will teach you both the principles and the practical steps you'll need to get beyond yes and build productive relationships for the future. Using the latest findings in neuroscience, experimental economics, socio-linguistics, virtual teams research, and network analysis, plus real-world examples from Apple, Disney, Pixar, Amazon, IDEO, Boeing, Mitsubishi, Ford, Toyota, Boeing, GM, GE, PGE, Philips, and even the Marine Corps, the authors show you a whole new way to think about the process. Along the way, you'll hear the first-person stories of people who have bribed their way into a Bolivian prison, talked gang members out of killing each other, and resolved the decades-long conflict in Northern Ireland. You'll learn how to get what you want from the phone company or a grumpy neighbor or a Columbian outlaw. There are lessons from experts in clowning and hostage negotiation. Plus vital insights into diverse teams and the nuances of dealing with people from other countries and cultures. The authors offer the latest ideas about human exchange, and about how to conduct Inventive Negotiations in all aspects of life - personal, commercial, political, and global. Once you've learned the art and science of Inventive Negotiation, you'll never be satisfied with transactional or integrative bargaining again. 'Inventive Negotiation takes the mystery out of complex global negotiations that confront most senior executives. Detailing the pitfalls that can derail effective negotiations, the how-to's throughout the book will benefit any manager.' -John Slocum, co-author, Demystifying Your Business Strategy and The Smarter Organization, co-editor, Journal of World Business, Organizational Dynamics, and Journal of Leadership Organizational Studies 'All of us who negotiate-and that really is all of us-would benefit from reading Inventive Negotiation. With wonderful examples in the book, the authors explain the theory and practice of negotiation in helping to foster long-term relationships. Every page is filled with insights that can benefit everyone, including even the most experienced negotiators.' -Erwin Chemerinsky, Dean, University of California Irvine, School of Law "Inventive Negotiation is full of memorable stories that demonstrate deep understandings of both the opportunities and difficulties of diversity in international commerce. The authors deliver fresh ideas for building the key personal relationships that are driving innovation in the new global economy.' -Katherine Xin, Professor of Management Associate Dean Bayer Chair of Global Leadership China Europe International Business School, Shanghai, Editor-in-Chief, Business Review, China

Książka "Inventive Negotiation"
John L. Graham