"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 &amp; Harvard Kennedy School of Government

The First Move: A Negotiator's Companion

Business & Money

Lempereur, Alain

COLSON, Aurélien

Management & Leadership

wiley

When negotiation fails, mediation avails other moves for an amicable resolution. Whether you are a current or future mediator or a party to a conflict, this is your essential companion to the theory, concepts, and best practices of mediation. In a world ridden by social divisions, responsible resolution of conflicts is more timely than ever. What happens when parties are unable to negotiate an agreement together? The next move is to invite a third party to reset the negotiations, facilitate the exchanges, rebuild a working relationship and empower the parties to explore the past, surface their present needs, invent, evaluate and choose the best solutions for the future. Mediation: Negotiation by Other Moves brings decades of critical analysis and experience that the authors tested worldwide in international organizations, governments, NGOs, universities and corporations. You will understand mediation better, and its significance in your personal and professional life. You will be able to develop a flexible mindset and a broad outlook to achieve sustainable outcomes. This book will cover: <ul> <li>Models and principles from various domains of mediation: family, business & labor, public affairs, international relations</li> <li>A mediation framework to prepare for mediation and to run its process smoothly</li> <li>A step-by-step approach to a mediation session, from the opening until a possible settlement, via the various phases of problem solving</li> <li>Mediation traps and how to avoid them--for mediators and parties alike</li> <li>Ethics of mediation and questions of responsibility</li> </ul> Mediation: Negotiation by Other Moves is essential reading for anyone who wishes to develop a pragmatic approach to mediation.

Mediation: Negotiation by Other Moves

Politics & Social Sciences

Salzer, Jacques

Pekar, Michele

Kogan, Eugene B.

Social Sciences

Everyone negotiates all the time, within their family, at work, etc., because they need to get things done with others, reach deals and overcome conflicts. But many people, out there, still lack confidence in negotiating and often get frustrated. Negotiation does not work for them, because they may have never been introduced to the best practices and to sound theories, and, even if they have learnt to be more effective by experience or otherwise, they still wonder where negotiating is leading them, what the point of it all is. This is why Responsible Negotiation will help our audience answer two questions: how to negotiate well, but also why? Our broad readership will discover the true joy of negotiating as they acquire or refine methods not only to become more successful, but also to serve good ends. They will gain both the means and the meaning of negotiating. They will get acquainted with simple, still powerful tools to understand their styles, prepare and run meetings, and communicate actively. As they learn to engage people, solve problems and facilitate processes, they will see how they can use these methods and tools not only to better enjoy their negotiations and get good deals, but also to build strong relationships and creative solutions, while they contribute to a shared society. They will not be ashamed of negotiating any more, but they will feel much better about negotiating, much better than ever before. If you truly care about other people, about inclusion, dignity and respect, about social justice, peace and the environment, about deep values and not only economic value, this book is for you. It stands for negotiation that works for you and is good for all.

Responsible Negotiation: How to Negotiate Successfully and Why

Nicolaïdis, Kalypso

Rules & Procedures

Product Description Este libro proporciona la información necesaria sobre cómo negociar tanto en entornos empresariales como políticos. Propone un método que es a la vez una filosofía y un programa de técnicas específicas, que te permitirán hacer lo correcto en el momento adecuado. Diariamente se negocian cosas. Dentro de las familias, en las empresas, en la esfera pública, en entornos internacionales, ya sean decisiones, proyectos, contratos o conflictos. Pero, ¿respetas un orden en la negociación? ¿Te preparas antes de actuar? ¿Escuchas antes de hablar? ¿Reconoces las emociones antes de resolver problemas? ¿Creas valor antes de discutir los precios? Si no naces buen negociador, puedes convertirte en uno. Más allá de las prácticas instintivas, esta obra postula un método original y novedoso, basado en la vasta experiencia de los autores en consultoría y recursos humanos. Método de negociación fue traducido a catorce idiomas y solamente en Francia e Inglaterra lleva vendidos más de 50.000 ejemplares. About the Author Profesor de la Cátedra Alan B. Slifka de Convivencia y Resolución de Conflictos en la Universidad de Brandeis, y Director del Programa de Posgrado en Convivencia y Conflicto de la Heller School for Social Policy and Management, desde 2011. Es Miembro del Comité Ejecutivo, Docente e Instructor afiliado del PON (Programa de Negociación de la Facultad de Derecho de Harvard), donde ha sido profesor invitado. Publicó una docena de libros sobre negociación, artículos en revistas, etc. Su investigación actual está dedicada a la negociación responsable y el liderazgo. Es el director académico de PON Negotiation Briefings. Durante veinte años, ha sido experto en negociación y mediador en conflictos y crisis, ejecutando programas de facilitación, investigación, formación ejecutiva y consultoría en más de 50 países. Pertenece a la red de mediadores de la ONU. Asesora a organizaciones nacionales e internacionales (Comisión Europea, OCDE, PNUD, OMS, etc.), gobiernos nacionales o locales, firmas consultoras globales (Boston Consulting Group, McKinsey, etc.) o corporaciones (Aventis, EADS, EDF, Faurecia, KPMG, Orange, Philips, Vivendi, etc.). También enseñó como profesor invitado en Harvard, así como en la Universidad Libanesa, la Global Business School-Jeddah, el Instituto de Diplomacia y Relaciones Internacionales de Argelia, la Escuela de Negocios de Mannheim, la Escuela de Derecho y Diplomacia Fletcher, la Escuela Internacional de Chipre Institute for Management y el Instituto Afgano de Diplomacia. Graduado de la Universidad de Bruselas y Fulbright Fellow, recibió su doctorado en la Facultad de Derecho de Harvard.Profesor de Ciencias Políticas en ESSEC Business School y director del Instituto de Investigación y Educación sobre Negociación en Europa (IRENE París, Singapur y Bruselas). Ha dirigido misiones de negociación y gestión de crisis en más de 50 países, para empresas y organizaciones internacionales. Contribuyó a los esfuerzos de mediación posteriores a los conflictos en África y ha sido elegido dos veces por las principales ONG para el Comité Directivo de la Oficina de Enlace para la Consolidación de la Paz en Europa. De 2015 a 2017 fue miembro del Consejo Asesor Internacional del Instituto Europeo de la Paz (Bruselas). Desde 2012 también es el líder del equipo de gobernanza de los Centros de excelencia de la Unión Europea para la mitigación de riesgos QBRN, que reúne a 61 países de todo el mundo. Aurélien Colson es invitado regularmente a dar conferencias para audiencias corporativas. Se desempeñó como asesor del primer ministro francés (1998-2002). Tiene un Doctorado en Relaciones Internacionales (Universidad de Kent), un Doctorado en Ciencias Políticas (Universidad de Paris 5), un MBA (ESSEC), y un Máster en Análisis de Conflictos Internacionales (Universidad de Kent), Sciences Po Paris.

Método de negociación: Negociadores no nacen, se hacen (Spanish Edition)

Pérez Nückel, Ricardo

Colsan, Aurélien

International

Granica

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