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NEGOTIATION IN CONSTANT EVOLUTION
HOW TO NEGOTIATE SUCCESSFULLY
Roger Fisher; William Ury
Whatever the field - family, work, international relations - and whether we realise it or not, we have to negotiate. All too often, however, disputes are "settled "by a showdown. As a result, by establishing a winner and a loser, we create the risk of new conflicts.
Written by American experts in negotiation and mediation, this book sets out practical, tried-and-tested strategies for learning to negotiate and reaching a mutually satisfactory agreement.
Simple, practical and pragmatic, the approach developed by Fisher and Ury combines efficiency and personal development, replacing stress with the pleasure of negotiating.
This book has become the world reference in negotiation. A must-read.
See : NÉGO 1 I THE MUTUAL GAINS STRATEGY
THE SECRETS OF A GOOD RELATIONSHIP
REMAINING CONSTRUCTIVE AND EFFECTIVE WITH HOSTILE PARTNERS
Scott Brown
Achieving our objectives certainly depends on our ability to negotiate, but also, and above all, on the quality of the relationship between the parties involved (couples, friends, governments, etc.).
Now we are all different. Establishing a good relationship with the person you are negotiating with is a prerequisite for any negotiation.
Just as we learn to negotiate, we can learn to build this type of relationship.
Drawing on the main concepts of the world bestseller Comment réussir une négociation, this book offers a practical method for building an effective and efficient relationship capable of managing differences, whatever the field, in the short and medium term.
See : NEGOTI 2 | IMPROVING MUTUAL GAINS STRATEGY
HOW TO NEGOTIATE WITH DIFFICULT PEOPLE
FROM CONFRONTATION TO COOPERATION
William Ury
"In 1981, Roger Fisher and I wrote How to Negotiate Successfully. This book was a great success and continues to be, but many readers wanted to know even more: how do you deal with someone who refuses to listen, who gets angry, who wants to impose his point of view at all costs, etc., in short who refuses to negotiate?
Overcoming the refusal to negotiate requires more than the usual negotiating skills. My aim here is to return to these points by explaining how to transform the techniques of successful successful negotiation techniques in difficult situations into a universal method: the strategy of circumvention. This book explains how to teach an initially recalcitrant partner to dance...".
Using this method, you can use your negotiations to avoid obstruction, deflect personal attacks and unmask tricks and bad faith.
See : NEGOTIATION 3 | NEGOTIATING WITH DIFFICULT PEOPLE
HOW TO HANDLE DIFFICULT DISCUSSIONS
WITH YOUR BOSS, YOUR WIFE YOUR HUSBAND, YOUR CHILDREN, YOUR NEIGHBOURS
Douglas Stone; Bruce Patton; Sheila Heen
All too often, despite your best efforts, discussions discussions turn sour, each of you sure you're right and the other wrong. You hesitate between swallowing your rancour, giving in to make peace, or saying what you really think and too bad for the argument. Comment mener les discussions difficiles (How to handle difficult discussions) will show you the way out of all these dilemmas.
After fifteen years of research and thousands of consultations, the authors introduce us to a tried and tested, practical and systematic method for understanding and managing all types of conflictual discussion. If you want to avoid your next nervous breakdown, or the next quarrel with those around you, you urgently need to learn the most important thing of all (apart from knowing how to read and write): how to talk to other people.
Stone, Patton and Heen's book goes off the beaten track the beaten track on the pitfalls that block communication and offers operational answers to thwart them.
See : DISC | DISCUSS THE INDISPUTABLE
HOW TO SAY NO
KNOWING HOW TO REFUSE WITHOUT OFFENDING
William Ury
How do you say 'no' to the mother-in-law who wants to move into the flat opposite, to the boss who boss who gives you an assignment you were supposed to be celebrating your wedding anniversary, the neighbours who counting on you for a neighbourhood meeting?
William Ury unpacks the tension we experience every day between our desire to say no, to assert our preference, and our fear of destroying the relationship. Neither saying 'no' aggressively, nor saying 'yes' just to avoid conflict, the author offers us a third way: that of the 'positive no'. In this way, we can refuse without offending, and assert ourselves without compromising our relationships. By revealing the secrets of the real 'no', Ury gives us the opportunity to deliver real 'yeses'. A truly operational method.
See : POSI | THE NEGOTIATOR'S NON-POSITIVE
MANAGING YOUR EMOTIONS :
ALSO MEANS TAKING INTO ACCOUNT OF OTHERS
Roger Fisher; Daniel Shapiro
Emotions (joy, anger, indignation, fear...) are our daily bread. Poorly managed, they can considerably complicate personal or professional relationships and cause considerable damage.
This book offers an innovative and practical practical response to managing emotions: your own and those of others. Fisher and Shapiro show in a clear and accessible way, without the need to be either a professional or a relationship psychologist, how to better understand and overcome the blockages caused by negative emotions. They give practical advice on how to transform emotions from obstacles into allies.
This book will help you prevent your negotiations from ending in failure and dissatisfaction.
See : EMO | THE NEGOTIATOR'S EMOTIONS
BEING IN TUNE WITH YOURSELF
TO NEGOTIATE BETTER WITH OTHERS
William Ury
The co-author of Comment réussir une négociation, in which we learn how to move from the logic of dead-end confrontation to the logic of win-win, now develops the essential preliminary step to finding profitable common ground with others: agreement with ourselves. The major obstacle in any relationship is not really the other person but ourselves.
At the negotiating table, we are in fact our own worst enemy. In this book, the author analyses the obstacles to successful negotiation that we ourselves create through our attitude, our tendency to react at the spur of the moment and our vision of life, which condition our relationship with others. He then suggests the changes needed to overcome them. To obtain a 'yes' from others, we must learn to say 'yes' to ourselves and to our lives.
MEDIATION IN THE WORKPLACE
FACILITATING DIALOGUE, MANAGING CONFLICT AND ENCOURAGING COOPERATION
Arnaud Stimec
Mediation is negotiation assisted by a neutral and impartial third party. A support method based on listening and intervening, mediation in the workplace helps to restore communication, facilitate negotiation and manage conflicts on a day-to-day basis.
Whether it is Whether preventive or curative, mediation requires an understanding of the impasses to dialogue, the driving forces behind conflict and the stakes involved in negotiation. In order to identify the situations in which mediation can be applied and to understand the limits of its practice, the author proposes a conceptual framework and a methodology for intervention, illustrated by examples adapted to the situation of many corporate conflicts.