{"product_id":"the-first-move-9780470750087","title":"The First Move","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\"Time management is essential for successful negotiations. This book helps you do first things first. \" - Jeanne Brett, DeWitt W. Buchanan,Jr.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgements vii\u003c\/p\u003e \u003cp\u003eIntroduction Experimenting with a Renewed Method \u003ci\u003ebefore \u003c\/i\u003eResorting to Old Reflexes 1\u003ci\u003e\u003cbr\u003e How to develop relevant responses for negotiation\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Questioning before Negotiating 11\u003cbr\u003e \u003ci\u003eHow to move beyond an instinctive approach\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 Preparing Negotiations before Performing 29\u003cbr\u003e \u003ci\u003eHow to plan for process, problems, and people\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Doing the Essential before the Obvious 59\u003cbr\u003e \u003ci\u003eHow to deal with the process\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Optimising Joint Value before Dividing It 89\u003cbr\u003e \u003ci\u003eHow to deal with the problem\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Listening before Speaking 119\u003cbr\u003e \u003ci\u003eHow to deal with people (1) – active communication\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Acknowledging Emotions before Problem-Solving 153\u003cbr\u003e \u003ci\u003eHow to deal with people (2) – the challenges\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Deepening the Method before Facing Complexity 177\u003cbr\u003e \u003ci\u003eHow to manage negotiations in multilevel, multilateral and multicultural contexts\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Formalising the Agreement before Concluding 207\u003cbr\u003e \u003ci\u003eHow to reap the benefits of negotiation\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eConclusion Personalising your Theory before Practicing 219\u003cbr\u003e \u003ci\u003eHow to continue to improve your negotiation skills\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eBibliography 229\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTo Go Further 235\u003cbr\u003e\u003c\/b\u003e\u003ci\u003eEssec Irene\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eNegotiators of the World\u003c\/p\u003e \u003cp\u003eAbout the Authors 237\u003c\/p\u003e \u003cp\u003eReferences 239\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402426884439,"sku":"9780470750087","price":25.64,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470750087.jpg?v=1730480367","url":"https:\/\/bookcurl.com\/products\/the-first-move-9780470750087","provider":"Book Curl","version":"1.0","type":"link"}