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Build creative relationships, not transactions. A revolutionary approach to negotiation for the modern world.
By John L. Graham, Lynda Lawrence & William Hernández Requejo
Once you’ve learned Inventive Negotiation, you’ll never be satisfied with transactional bargaining again.
Personal
Political
Global
Creative problem-solving
Relationship-building
Inventive solutions
Long-term partnerships
Commercial
Personal
Political
Global
Professor Emeritus of International Business
Chief Idea Officer
Faculty & Senior Advisor
Introduction
Bought a Car Lately?
Chapter 3
Identifying and Creating Partners
Chapter 6
Getting the Team Right
Chapter 9
Using the Law Wisely
Chapter 12
Using the Arts
Chapter 1
Going Forward to the Past
Chapter 4
Building Personal Relationships
Chapter 7
Leveraging Diversity
Chapter 10
Performing in Public
Chapter 13
Finding AND?
Chapter 2
Spotting a Glimmer of Opportunity
Chapter 5
Designing Systems for Success
Chapter 8
Exploring Place/Space/Pace
Chapter 11
Pushing Through Impasses
Chapter 14
Keeping AND? Going
Reader Takeaways
1.
2.
3.
Further Reading
Real-world examples of inventive negotiation transforming conflicts into creative collaborations
PAGE 25
In an era when cities are fighting desperately to attract and keep major employers, the recent negotiation between Amazon and the city of Seattle is unique…
“They basically walked in and said, ‘we think this is the site.'” And what did they get in return? Amazon didn’t even ask for tax breaks.
PAGE 154
Even when tensions are high and the situation is life-threatening, it is possible to shift roles to produce an inventive negotiation…
The young colonel did something creative—a move that went against every bit of training: He ordered them to lower their weapons, kneel in the street, and smile.
PAGE 110
When the US Congress shut down the government in the fall of 2013, it was diversity that got it up and running again…
Most of the 20 women in the Senate met informally over pizza, salad, and wine. No bluster or bluffing, just respectful positive discourse.
Also includes:
Pool vs. Conference Room (page 121) • The Japanese Poker Face (page 139) • Place and Space: Lessons from Science (page 120) • And many more real-world examples
Download Free eBook to Read All Excerpts
— Michael Crichton, Sphere
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