The First Move: A Negotiator's Companion

Solidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike.

Every day, you negotiate. Within families, in companies, in the public sphere, in international settings, you deal with projects, contracts, and conflicts. But do you make the right moves first? Do you prepare before you act? Do you listen before you speak? Do you acknowledge emotions before you problem-solve? Do you create value before you discuss pricing?

If you are not born a good negotiator, you can become one. Beyond instinctive practices, this Companion proposes a negotiation method which is both a general philosophy and a set of specific techniques.

Reinforced by the authors' experience in consulting and training, the Companion will allow you to do the right thing at the right time. You will reduce the risks of deadlocks and tensions and multiply your chances of success