Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements.
We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action.
Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone's participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
John Wiley & Sons Inc
Country of Publication:
01 December 2017
Professional and scholarly
Acknowledgments vii The Authors ix Foreword xi Introduction: What Comes to Mind When You Think of Negotiation? xv PART I Quantum Negotiation Practice 1 Chapter 1 The WHO & WHY of Quantum Negotiation 3 Chapter 2 The WHAT & WHAT IF of Quantum Negotiation 31 Chapter 3 The HOW of Quantum Negotiation 49 PART II Quantum Negotiation Tools 77 PART III Quantum Negotiation Mindset 91 Chapter 4 Independence Is a Powerful Illusion 93 Chapter 5 What You See Is Not What You Get 111 Chapter 6 Leading Is Not about the Leader 137 Conclusion 147 QN References and Further Reading 151 Index 157
KAREN S. WALCH is a partner of Clair-Buoyant Leadership, LLC and Emeritus faculty at Thunderbird school of Global Management. She is an expert in global negotiation, leadership, and social interactions. STEPHAN M. MARDYKS is a world-renowned expert in the field of Global Learning and Development, Founder of Wisdom Destinations, co-CEO of SMCOV, and a Managing Partner at ThomasLeland. JOERG SCHMITZ is Managing Partner at ThomasLeland. As a business an-thropologist, he specializes in culture and interaction dynamics in complex organizational environments.