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 do first things 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.
“Time management is essential for successful negotiations. This book helps you do first things first.”
—Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center
“This book brings a breakthrough method to lead efficient negotiations.”
—Yann Duzert, Professor, Foundation Getulio Vargas, Brazil
“Even if you only implement 5% of this method, your clients will find you more attentive to their needs.”
—John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office
“A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices.”
—Pierre Debaty, Head of the Brussels Training Office, European Parliament
“Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches.”
—AJR Groom, University of Kent at Canterbury
“Whether you negotiate abroad or in your home country, this book is a must.”
—Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics
“Many former enemies started thinking and acting differently after having integrated the principles of this book.”
—Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress
“This negotiation method makes a difference for business and government leaders, who want to act more responsibly.”
—Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government
PON Teaching Negotiation Resource Center
Soft copy vs. hard copy
You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.
If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.
For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at email@example.com or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).
Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at http://www.adobe.com/products/acrobat/readstep2.html, or contact the PON Teaching Negotiation Resource Center at firstname.lastname@example.org, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.
Ordering a single copy for review
If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.
Ordering copies for multiple participants
To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.
If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.
In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.