Description
Book SynopsisMaster 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
Table of ContentsAcknowledgments 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
