Table of Contents
Acknowledgements vii
Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1 How to develop relevant responses for negotiation
Chapter 1 Questioning before Negotiating 11 How to move beyond an instinctive approach
Chapter 2 Preparing Negotiations before Performing 29 How to plan for process, problems, and people
Chapter 3 Doing the Essential before the Obvious 59 How to deal with the process
Chapter 4 Optimising Joint Value before Dividing It 89 How to deal with the problem
Chapter 5 Listening before Speaking 119 How to deal with people (1) – active communication
Chapter 6 Acknowledging Emotions before Problem-Solving 153 How to deal with people (2) – the challenges
Chapter 7 Deepening the Method before Facing Complexity 177 How to manage negotiations in multilevel, multilateral and multicultural contexts
Chapter 8 Formalising the Agreement before Concluding 207 How to reap the benefits of negotiation
Conclusion Personalising your Theory before Practicing 219 How to continue to improve your negotiation skills
Bibliography 229
To Go Further 235Essec Irene
Negotiators of the World
About the Authors 237
References 239
Index 245
