Expand the Pie: How to Create More Value in Any Negotiation - Softcover

Lum, Grande; Irma Tyler-Wood; Wanis-St John, Anthony

Softcover

ISBN 10: 096538697X ISBN 13: 9780965386975

Publisher: Castle Pacific Pub Co, 2002

Synopsis

Learn how to become a better negotiator! It's not about haggling or intimidating--it's about creating more value at the table. This guide is filled with easy to remember advice on how to become a better negotiator, worksheets to help you prepare for negotiations, and quizzes to test and apply your knowledge. "Expand the Pie" is a one-of-a-kind and important addition to your negotiation toolkit.

About this title

About the Author

Grande Lum is a co-founder and principal of ThoughtBridge. Mr. Lum mediates labor-management disputes, advises companies on partnering and alliances, and provides negotiation training and facilitation services for corporate and public sector clients. He has produced a negotiation video and written a number of articles on negotiations and collaborative processes, including a weekly column for Monster - Never Settle, and was formerly a partner at CMI, a consulting firm co-founded by Roger Fisher. Mr. Lum is a graduate of the University of California, Berkeley and Harvard Law School.

Irma Tyler-Wood is a co-founder of ThoughtBridge and serves as its Managing Principal. Ms. Tyler-Wood consults nationally and internationally with corporate, government, and other public sector clients in resolving complex, high stakes disputes. She also has extensive experience in education, training and advising in areas such as collective bargaining contracts and school reform initiatives. Formerly, Ms. Tyler-Wood practiced corporate law in Washington, DC, was a partner in CMI, and led careers in education and government. Ms. Tyler-Wood is a graduate of Harvard Law School.

Dr. Anthony Wanis-St. John is a consultant with ThoughtBridge, an Assistant Professor at the Seton Hall University’s School of Diplomacy and International Relations, and a research affiliate at the Program on Negotiation, an interuniversity consortium composed of Harvard, MIT and Tufts. He also consults for the World Bank on dispute resolution matters. His research and writing appears in a number of journals. Dr. Wanis-St. John is a graduate of The Fletcher School of Law and Diplomacy, Tufts University.

From the Inside Flap

We hope you have found this guide useful for improving your negotiation skills. This guide is just a primer for some situations, however. Complex or high-stakes negotiations often require the intervention of a third party. Through facilitation, mediation, consulting, and customized training, ThoughtBridge helps plan and implement change efforts, build good working relationships among stakeholders, and prepare for and conduct effective negotiations.

ThoughtBridge clients include a variety of large and small corporate and non-profit companies. For more information, contact us at:

ThoughtBridge
Headquarters:
3 Bow Street
Cambridge, MA 02138
617-868-8641
617-868-8642 fax
inquiry@thoughtbridge.com

Edition details

• Publisher: Castle Pacific Pub Co
• Publication date: 2002
• Language: English
• ISBN 10: 096538697X
• ISBN 13: 9780965386975
• Binding: Paperback
• Number of pages: 215