Inventive Negotiation
Getting Beyond Yes
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Beschreibung
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
This book take a unique angle exploring how an innovative negotiation style is needed to help solve problems in original ways This book has international appeal, focusing on the functioning of global firms in all their teaching and writing
Autor*in
J. Graham
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'Inventive Negotiation takes the mystery out of complex global negotiations that confront most senior executives. Detailing the pitfalls that can derail effective negotiations, the how-to's throughout the book will benefit any manager.' John Slocum, co-author, Demystifying Your Business Strategy and The Smarter Organization, co-editor, Journal of World Business, Organizational Dynamics, and Journal of Leadership & Organizational Studies
'All of us who negotiate and that really is all of us would benefit from reading Inventive Negotiation. With wonderful examples in the book, the authors explain the theory and practice of negotiation in helping to foster long-term relationships. Every page is filled with insights that can benefit everyone, including even the most experienced negotiators.' Erwin Chemerinsky, Dean, University of California Irvine, School of Law
"Inventive Negotiation is full of memorable stories that demonstrate deep understandings of both the opportunities and difficulties of diversity in international commerce. The authors deliver fresh ideas for building the key personal relationships that are driving innovation in the new global economy.' Katherine Xin, Professor of Management & Associate Dean Bayer Chair of Global Leadership China Europe International Business School, Shanghai, Editor-in-Chief, Business Review, China
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