The First Move: A Negotiator's Companion

Introduction Experimenting with a Renewed Method before 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 before Dividing It.

How to deal with the problem.

Chapter 5 Listening before Speaking.

How to deal with people (1) – active communication.

Chapter 6 Acknowledging Emotions 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 to improve your negotiation skills.

BIBLIOGRAPHY.

TO GO FURTHER.

ESSEC IRENE: Negotiators of the World.

ABOUT THE AUTHORS.

REFERENCES.

INDEX.