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"Pekar, Michele"
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The first move : a negotiator's companion
This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]
Book
The distributive knot: negotiators’ responsibility to untie complex demands
Purpose
This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is confronted with multiple demands or pressures at different levels from a variety of stakeholders, both external and internal.
Design/methodology/approach
Based on concrete examples from the automotive industry, it presents an analytical framework to tackle all negotiation interactions.
Findings
This article suggests that it is possible to describe all negotiation interactions, whether they are simple or complex, through a demand/response framework.
Originality/value
This contribution examines a fundamental structure for negotiation responsibility – the demand/response dynamic – defining the mission of any negotiator in deal-making or dispute resolution as to try to supply a response to the expressed crossed demands. Second, the proposed theoretical model of demand/response is transposed and tested in a managerial system where a sales negotiator is confronted with demands from more sources, both external and internal, with the responsibility to satisfy as best as possible the various stakeholders and the capacity to address each of them with different moves.
Journal Article
The first move
\"Time management is essential for successful negotiations.This book helps you do first things first.\" -- Jeanne Brett, DeWitt W.Buchanan,Jr.Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center \"This book brings a breakthrough method to lead efficient.
eBook
First Things First: A Negotiator's Companion
\"Time management is essential for successful negotiations. This book helps you do first things first.\" -Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center \"This book brings a breakthrough method to lead efficient negotiations.\" -Yann Duzert, Professor, Foundation Getulio Vargas, Brazil \"Even if you only implement 5% of this method, your clients will find you more attentive to their needs.\" -John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office \"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices.\" -Pierre Debaty, Head of the Brussels Training Office, European Parliament \"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches.\" -AJR Groom, University of Kent at Canterbury \"Whether you negotiate abroad or in your home country, this book is a must.\" -Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics \"Many former enemies started thinking and acting differently after having integrated the principles of this book.\" -Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress \"This negotiation method makes a difference for business and government leaders, who want to act more responsibly.\" -Theo Panayotou, Professor, Cyprus International Institute for Management Harvard Kennedy School of Government
eBook
The first move
This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]
Book