Lempereur, Alain. <br/><br/>
The first move :  a negotiator's companion / 
Alain Lempereur & Aur�elien Colson ; edited by Michele Pekar. 
 - Hoboken, N.J. :  Wiley,  2010. 
 - 1 online resource (ix, 254 pages) :  illustrations 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>The First Move; Contents; ACKNOWLEDGEMENTS; Introduction Experimenting with a Renewed Method before Resorting to Old Refl exes; Chapter 1 Questioning before Negotiating; Chapter 2 Preparing Negotiations before Performing; Chapter 3 Doing the Essential before the Obvious; Chapter 4 Optimising Joint Value before Dividing It; Chapter 5 Listening before Speaking; Chapter 6 Acknowledging Emotions before Problem-Solving; Chapter 7 Deepening the Method before Facing Complexity; Chapter 8 Formalising the Agreement before Concluding; Conclusion Personalising your Theory before Practicing; BIBLIOGRAPHY. 
<br/><br/> 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. "There are two European negotiation scholars whose work is well known in the US and gloablly. Alain Lempereur is by discipline a lawyer. His training in negotiation was at Harvard Law School particularly influenced by Robert Mnookin. Lempereur writes for practitioners; Colson for academics. Lempereur is a prolific writer. 
<br/><br/><br/>English. 
<br/><br/><label>ISBN: </label>9781119207023 1119207029 9780470688878 0470688874 9780470662199 0470662190 9780470662168 0470662166 1282483153 9781282483156 9786612483158 6612483156 
<br/><br/><label>Source: </label>ECED560A-37D7-4022-9850-168DF4038531  OverDrive, Inc.  http://www.overdrive.com 
<br/><br/><label>LCCN: </label>
<br/><br/><label>Nat. Bib. Agency Control No.: </label>015391136  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negotiation.<br/>N�egociations (Affaires)<br/>N�egociations.<br/>negotiation.<br/>negotiating.<br/>BUSINESS & ECONOMICS--Negotiating.<br/>Negotiation<br/>Negotiation in business
<br/><br/><label>LC Class. No.: </label>HD58.6  / .L46 2010eb 
<br/><br/><label>Dewey Class. No.: </label>658.4/052