The First Move

ALAIN LEMPEREUR (SJD Harvard) is the ESSEC Negotiation and Mediation Chair Professor and former visiting professor at Harvard. He advises global corporations and facilitates expert meetings for international organizations. AURLIEN COLSON (PhD Kent, MBA) is Associate Professor at ESSEC and Director of the Institute for Research and Education on Negotiation in Europe (IRENE). He contributes to post-conflict facilitation eorts in war-torn societies. MICHELE PEKAR (MTS Harvard) is ESSEC MBA International Development Director. She worked in politics and fundraising, and built partnerships around the world. She is a senior negotiation trainer.

Acknowledgements vii Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1 How to develop relevant responses for negotiation Chapter 1 Questioning before Negotiating 11 How to move beyond an instinctive approach Chapter 2 Preparing Negotiations before Performing 29 How to plan for process, problems, and people Chapter 3 Doing the Essential before the Obvious 59 How to deal with the process Chapter 4 Optimising Joint Value before Dividing It 89 How to deal with the problem Chapter 5 Listening before Speaking 119 How to deal with people (1) active communication Chapter 6 Acknowledging Emotions before Problem-Solving 153 How to deal with people (2) the challenges Chapter 7 Deepening the Method before Facing Complexity 177 How to manage negotiations in multilevel, multilateral and multicultural contexts Chapter 8 Formalising the Agreement before Concluding 207 How to reap the benefits of negotiation Conclusion Personalising your Theory before Practicing 219 How to continue to improve your negotiation skills Bibliography 229 To Go Further 235 Essec Irene Negotiators of the World About the Authors 237 References 239 Index 245