Essec\Faculty\Model\Contribution {#6196
  #_index: "academ_contributions"
  #_id: "3327"
  #_source: array:26 [
    "id" => "3327"
    "slug" => "the-first-move-a-negotiators-companion"
    "yearMonth" => "2010-01"
    "year" => "2010"
    "title" => "The First Move. A Negotiator's Companion"
    "description" => "LEMPEREUR, A. et COLSON, A. (2010). <i>The First Move. A Negotiator's Companion</i>. John Wiley & Sons, Inc. 254 pages."
    "authors" => array:2 [
      0 => array:3 [
        "name" => "COLSON Aurélien"
        "bid" => "B00000118"
        "slug" => "colson-aurelien"
      ]
      1 => array:1 [
        "name" => "LEMPEREUR A."
      ]
    ]
    "ouvrage" => ""
    "keywords" => array:6 [
      0 => "Ancrage"
      1 => "Méthode de négociation"
      2 => "Négociation"
      3 => "Premier geste"
      4 => "Résolution des conflits"
      5 => "Tactiques distributives et contre-mesures"
    ]
    "updatedAt" => "2021-09-06 14:06:32"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => null
      "volume" => null
      "number" => null
    ]
    "type" => array:2 [
      "fr" => "Livres"
      "en" => "Books"
    ]
    "support_type" => array:2 [
      "fr" => "Editeur"
      "en" => "Publisher"
    ]
    "countries" => array:2 [
      "fr" => null
      "en" => null
    ]
    "abstract" => array:2 [
      "fr" => "Tous les jours, vous négociez. En famille, dans l'entreprise, dans la sphère publique, à l'international, la négociation est omniprésente. Bien menée, elle fait aboutir les projets, renforce les liens sociaux, facilite le règlement des conflits et la prise de décision. Savoir négocier est donc une compétence essentielle. Mais on ne naît pas bon négociateur : on le devient. Au-delà des pratiques instinctives, ce livre propose une  méthode pour structurer la séquence de négociation et accomplir le bon premier geste, l'essentiel avant l'évident : se préparer avant d'agir, écouter avant de parler, créer de la valeur avant de la partager, gérer les émotions avant de traiter du fond, etc. Fondée sur les théories classiques et contemporaines, doublées de l'expérience de milliers d'heures de formation et de conseil, riche de préconisations opérationnelles, cette méthode vous permet de poser le bon acte au bon moment. Vous réduirez ainsi les risques de blocages ou de tensions. Vous multiplierez vos chances de succès."
      "en" => "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."
    ]
    "authors_fields" => array:2 [
      "fr" => "Management"
      "en" => "Management"
    ]
    "indexedAt" => "2024-04-18T02:21:58.000Z"
    "docTitle" => "The First Move. A Negotiator's Companion"
    "docSurtitle" => "Livres"
    "authorNames" => "<a href="/cv/colson-aurelien">COLSON Aurélien</a>, LEMPEREUR A."
    "docDescription" => "<span class="document-property-authors">COLSON Aurélien, LEMPEREUR A.</span><br><span class="document-property-authors_fields">Management</span> | <span class="document-property-year">2010</span>"
    "keywordList" => "<a href="#">Ancrage</a>, <a href="#">Méthode de négociation</a>, <a href="#">Négociation</a>, <a href="#">Premier geste</a>, <a href="#">Résolution des conflits</a>, <a href="#">Tactiques distributives et contre-mesures</a>"
    "docPreview" => "<b>The First Move. A Negotiator's Companion</b><br><span>2010-01 | Livres </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">The First Move. A Negotiator's Companion</a>"
  ]
  +lang: "fr"
  +"_type": "_doc"
  +"_score": 9.16108
  +"parent": null
}