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Books (2010), John Wiley & Sons, Inc.

The First Move. A Negotiator's Companion


Everyday, you negotiate. Within the family, in companies, in the public sphere, in international circles, negotiation is everywhere. If you handle it well, it will help decision making, reinforce social links, and facilitate the settiement of conflicts. Knowing how to negotiate is an essential skill to manage people, processes, and problems. But if you are not born a negotiator, you can become a good one. Beyond instinctive practices, this book structures the negotiation sequence to make sure you do the right first move: preparation before action, active listening before active speaking, value creation before value distribution, managing emotions before substance, etc. Based on classical and contemporary theories, reinforced by thousands of hours of training and consulting, with many operational recommendations, this book will be your companion to do the right thing at the right moment. You will reduce the risks of deadlocks and tensions, and increase your chances of success.

LEMPEREUR, A. and COLSON, A. (2010). The First Move. A Negotiator's Companion. John Wiley & Sons, Inc. 254 pages.

Keywords : #Ancrage, #Méthode-de-négociation, #Négociation, #Premier-geste, #Résolution-des-conflits, #Tactiques-distributives-et-contre, #mesures