Inventive Negotiation : Getting Beyond Yes

Loparo, Kenneth A., Lawrence, Lynda, Graham, John L., Requejo, William Hernandez

ISBN 10: 1137370157 / ISBN 13: 9781137370150

Published by Palgrave Macmillan, 2014

About this Item

Former library copy. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good.

Seller Inventory # 42734002-75

Bibliographic Details

• Title: Inventive Negotiation : Getting Beyond Yes
• Publisher: Palgrave Macmillan
• Publication Date: 2014
• Language: English
• ISBN 10: 1137370157
• ISBN 13: 9781137370150
• Binding: Hardcover
• Condition: Good
• Weight: 1.131 pounds

About this title

Synopsis

Steve Jobs used it to cut a better deal with Disney. George Mitchell and Mary Robinson used it to help end a decades-long war in Northern Ireland. And you can use it in your life and work to get better outcomes for years to come.  Inventive Negotiation is a concrete set of steps that can help build long-term relationships instead of lasting enmity. Lavishly illustrated with real life stories from around the world, plus the latest neuroscience and behavioral economics, this book will show you how to get more than your share of the pie - it gives you the tools to build a pie factory.

Learn what hostage negotiators and clowns have in common. How a teen bested the phone company. What it takes to talk your way into a prison in Bolivia, or out of a terrorist camp in Colombia. Why you need to handle your chairs carefully in Korea. Every example demonstrates a principle perfected by the authors' decades of experience in everything from oil-pipelines to international peace. Once you've learned the art and science of Inventive Negotiation, you'll never be satisfied with transactional or integrative bargaining again.

About the Author

John L. Graham combines three decades of award-winning research  (Lauder Institute at Wharton) with consulting and training in international negotiations for Fortune 100 companies. Professor Emeritus at the University of California, Irvine he has written several books on international negotiations.
 
After decades of coaching creative teams and winning more than 500 awards for her work, Lynda Lawrence teaches Innovation at the University of California, Irvine Merage School of Business and consults with business, government and nonprofits.
 
A legally-trained business consultant who works with multinational corporations worldwide, William Hernández Requejo  brings his practical experience to classrooms at business and law schools in the US and Europe. He is co-author of Global Negotiation: The New Rules.