Inventive Negotiation

Getting Beyond Yes

Authors: Graham, J., Lawrence, L., Hernandez Requejo, William

  • 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
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eBook $24.99
price for USA
  • ISBN 978-1-137-37016-7
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Hardcover $35.00
price for USA
  • ISBN 978-1-137-37015-0
  • Free shipping for individuals worldwide
  • Online orders shipping within 2-3 days.
About this book

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.

About the authors

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.

Reviews

'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


Table of contents (15 chapters)

  • Introduction: Bought a Car Lately?

    Graham, John L. (et al.)

    Pages 1-7

  • Going Forward to the Past: A Brief History of Negotiation

    Graham, John L. (et al.)

    Pages 9-18

  • Spotting a Glimmer of Opportunity

    Graham, John L. (et al.)

    Pages 19-29

  • Identifying and Creating Partners

    Graham, John L. (et al.)

    Pages 31-42

  • Building Personal Relationships

    Graham, John L. (et al.)

    Pages 43-56

Buy this book

eBook $24.99
price for USA
  • ISBN 978-1-137-37016-7
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Hardcover $35.00
price for USA
  • ISBN 978-1-137-37015-0
  • Free shipping for individuals worldwide
  • Online orders shipping within 2-3 days.

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Bibliographic Information

Bibliographic Information
Book Title
Inventive Negotiation
Book Subtitle
Getting Beyond Yes
Authors
Copyright
2014
Publisher
Palgrave Macmillan US
Copyright Holder
The Editor(s) (if applicable) and The Author(s)
eBook ISBN
978-1-137-37016-7
DOI
10.1057/9781137370167
Hardcover ISBN
978-1-137-37015-0
Edition Number
1
Number of Pages
XIII, 244
Topics