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Palgrave Macmillan

Inventive Negotiation

Getting Beyond Yes

ISBN 9781137370150
Publication Date May 2014
Formats Hardcover Ebook (EPUB) Ebook (PDF) 
Publisher Palgrave Macmillan

Whether you're hammering out contracts or cajoling your toddler to put on his shoes, you are negotiating every day. For decades, most people believed that the goal was to split the pie fairly enough that each side felt they'd won. Yet in a world where vast amounts of information are at your fingertips, Inventive Negotiation gets you more than a pie – it helps you build a pie factory.

Drawing on three decades of research and practice in international negotiation and innovation, this book will teach you both the principles and the practical steps you'll need to get beyond yes and build productive relationships for the future. Using the latest findings in neuroscience, experimental economics, socio-linguistics, virtual teams research, and network analysis, plus real-world examples from Apple, Disney, Pixar, Amazon, IDEO, Boeing, Mitsubishi, Ford, Toyota, Boeing, GM, GE, PG&E, Philips, and even the Marine Corps, the authors show you a whole new way to think about the process.

Along the way, you'll hear the first-person stories of people who have bribed their way into a Bolivian prison, talked gang members out of killing each other, and resolved the decades-long conflict in Northern Ireland. You'll learn how to get what you want from the phone company or a grumpy neighbor or a Columbian outlaw. There are lessons from experts in clowning and hostage negotiation. Plus vital insights into diverse teams and the nuances of dealing with people from other countries and cultures.

The authors offer the latest ideas about human exchange, and about how to conduct Inventive Negotiations in all aspects of life – personal, commercial, political, and global. Once you've learned the art and science of Inventive Negotiation, you'll never be satisfied with transactional or integrative bargaining again.

John L. Graham is an author and Professor Emeritus of International Business at the University of California, Irvine, USA. He has provided expert advice and training on international negotiations to executives groups at Fortune 500 companies for three decades. In 2009 he was selected as International Trade Educator of the Year by NASBITE International. A Berkeley PhD, Graham has published more than 60 articles in journals such as the Harvard Business Review (2), the Negotiation Journal, the Journal of Marketing, and Management Science. His five books with partners (see just below) have all been best sellers on their respective topics. He has also written articles for the New York Times, Los Angeles Times, USAToday, and his research has been the subject of articles in Smithsonian and the Chronicle of Higher Education and coverage on the NBC Nightly News and ABC Good Morning America.

William Hernández Requejo is president and a senior consultant of Requejo Consulting, Inc., a California corporation specializing in the area of international management consulting, international business development, international negotiations and organizational development. He has worked with multinational corporations, on a wide variety of projects. William is also adjunct faculty in Advanced Negotiations, International Business Negotiations, International Business Transactions, International Joint Ventures and Strategic Alliances and International Marketing at different universities across the United States and Europe. He is co-author of Global Negotiation: The New Rules (Palgrave Macmillan 2008) and Global Business Today, Global Edition (McGraw Hill 2011). He was the founding Director of the Asturias Business School in Spain. William is a graduate of the Georgetown Law School specializing in International Law.

Lynda Lawrence is Chief Idea Officer at Ideaworks Consulting, and teaches Innovation Management at the Merage School of Business at the University of California, Irvine, USA. She has more than 30 years of experience fostering creativity in many industries, as well as trade groups, nonprofits and government agencies, and has won more than 500 awards for creativity and public service. Her work has appeared in publications as diverse as Creativity and the Journal of Philanthropy. She is an advisor to the Beall Center for Innovation and Entrepreneurship and sits on several Boards of Directors.

Introduction – Bought a Car Recently?
1. Older than History, More Advanced than the Future
2. It Begins with a Glimmer of Opportunity
3. Don't Sell Them the Show. Sell Them the Vision
4. Then You Build Personal Relationships
5. Systems that Make It Happen
6. The Right People
7. Diversity Works
8. Place/Space/Pace
9. Emotion/Power/Ethics
10. Changing Roles
11. Creativity Stimulants
12. Improvisation
13. Playing Together
14. Review and Improve


'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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