Quantum Negotiation: The Art of Getting What You Need

ISBN-13: 9781119374862 / Angielski / Twarda / 2017 / 192 str.

Walch, Karen S.

Opis

Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation.

Spis treści

Acknowledgments vii

The Authors ix

Foreword xi

Introduction: What Comes to Mind When You Think of Negotiation? xv

PART I Quantum Negotiation Practice 1

Chapter 1 The WHO & WHY of Quantum Negotiation 3

Chapter 2 The WHAT & WHAT IF of Quantum Negotiation 31

Chapter 3 The HOW of Quantum Negotiation 49

PART II Quantum Negotiation Tools 77

PART III Quantum Negotiation Mindset 91

Chapter 4 Independence Is a Powerful Illusion 93

Chapter 5 What You See Is Not What You Get 111

Chapter 6 Leading Is Not about the Leader 137

Conclusion 147

QN References and Further Reading 151

Index 157

O autorze

KAREN S. WALCH is a partner of Clair–Buoyant Leadership, LLC and Emeritus faculty at Thunderbird school of Global Management. She is an expert in global negotiation, leadership, and social interactions.

STEPHAN M. MARDYKS is a world–renowned expert in the field of Global Learning and Development, Founder of Wisdom Destinations, co–CEO of SMCOV, and a Managing Partner at ThomasLeland.

JOERG SCHMITZ is Managing Partner at ThomasLeland. As a business an–thropologist, he specializes in culture and interaction dynamics in complex organizational environments.

Blurb

Praise for Quantum Negotiation

"Quantum Negotiation is a phenomenal book offering a new, transformative lens through which to view the negotiation process. Not only does the book provide the framework and principles needed to create a better way for all parties involved, it also demonstrates an interdependent approach that is deeply insightful while simultaneously being intensely practical. Written by three seasoned negotiation experts Walch, Mardyks, and Schmitz this cutting–edge work leaves other negotiation books in its wake!"
Stephen M. R. Covey, The New York Times and # 1 Wall Street Journal bestselling author of The Speed of Trust, and coauthor of Smart Trust

"Their work has made a significant difference in our business. When it comes to negotiation techniques there are many books and courses that I have seen, but this fresh approach is unique in that it engages customers at a different level. The concept is easy to absorb, the structure clear, logical, and effective. There is a lot of thought, insight, and expertise in this book."
Ron Germack, Executive Vice President, Allegis Group

"Quantum Negotiation is a distinctive piece of work. The diversity and wisdom of the authors shine through. It is an evolutionary step forward for negotiation that handles the complexities of today′s current reality (fast paced, hyper–transparency, global, and multi–stakeholder environments). What I appreciate most about this work is how it breaks negotiation down into an art form that can be practiced within, and outside of, traditional negotiation settings. Like a master craftsman harnessing the potential of raw materials, Quantum Negotiation illuminates how to create the conditions to blend negotiation energy into outcomes that move beyond self–interest to creative solutions that were unknowable at the start."
Mike Williams, Senior Director at Zappos.com; Board of Directors at Association for Talent Development (td.org); Founder of enPractice.com

"The aftermath of the Great Recession has yielded a prolonged period of time where companies have ceased adjudicating disputes at the pre–recession levels and the trend has continued. This, in turn, has led to a higher value being placed in companies (and on their professional service providers) on negotiating and compromising skills a trend that has developed globally. In this setting, Quantum Negotiation provides the types of insights and development strategies that help propel executives and service providers to higher impact status and catapult one′s career and is truly a door–opener."
Michael E. Santa Maria, Principal and North American Chair of International Commercial Transactions, Baker & McKenzie, LLP

"The time has come for Quantum Negotiation! This book is a must for anchoring our best emotional, social, and spiritual selves for negotiating value in today′s often chaotic world."
Dr. Eileen Borris, Political Psychologist and bestselling author of Finding Forgiveness

"While most professionals are data–driven and results–based, our authors open a new and broader focus in the drive to succeed. Quantum leaders add a series of ′Self′ components based on both intra–personal–awareness AND deeper inter–personal relationships. This is a must read for high–achievers who strive for excellence."
Dr. Joseph Currier, Founder and CEO of the Currier Consulting Group and author of Connect the Dots, 10 Leadership Contracts: Key Strategies to Build Power Teams, and Excuses...Excuses: Why Aren′t You Healthier and More Effective?