Sustainable negotiation : what physics can teach us about international negotiation /
This new and innovative book introduces a new approach to negotiation, where 'Sustainable Negotiation' replaces the old notion of winning. Instead of 'doing a deal' and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no t...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Bingley, UK :
Emerald Publishing Limited,
2017.
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| Edition: | First edition. |
| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Front Cover; Sustainable Negotiation; Copyright Page; Contents; Quotes; Foreword; Introduction: What Do Smartphones, Cards, and Pets
- and Physics
- Have to Do with International Negotiation?; Drawing on Unusual Connections; The Nature of "Reality"; Quantum Mechanics Teaches Us That Reality Is Truly Unknowable; Dealing with Paradoxes; The Culture in a Deck of Cards; Welcome to Sustainable Negotiation; How Your Pet Can Help You; Let's Do This Together; 1 Negotiation Is about Energy; A Brief History of Classical Physics and Quantum Mechanics.
- Why There's a Connection between Physics and Negotiation"Classical Negotiation"; The Culture that Spawned Classical Negotiation; The Rise of Developing and Emerging Countries; The New World of Sustainable Negotiation; "Fortune Favors the Prepared Mind"; Chapter 1: Highlights; Chapter 1: Energy Experiments; Experiment #1: Get the Ball Rolling; Experiment #2: How Much Energy Do You Put into a Negotiation?; 2 Negotiation Is about Paradoxes; The Problem with "International" Missing from Negotiation; Words Matter; Negotiating for a Deal.
- Long-Term versus Sustainable Negotiation: There's a DifferenceThinking about a Cat; The Power
- and Confusion
- of Paradox; A Cautionary Tale; The Danger of Either/Or in a Larger World; Letting "Reality" Limit Creativity and Positive Outcomes; Thinking Up a Storm; Living with Paradoxes Happens All the Time; Negotiation Is a Paradoxical Activity; Chapter 2 Highlights; Chapter 2 Paradox Experiments; Experiment #1: Looking at reality; Experiment #2: Identifying paradoxes; Experiment #3: Looking at context; Experiment #4: Negotiation Fantasies; 3 Negotiation Is about Optical Illusions.
- A Window on NegotiationRainbows as a Metaphor for International Negotiation; The Nature of Rainbows; How Light through a Droplet Mirrors Cultural Stimuli; Light Waves and Culture; The Critical Angle; Cultures
- Like Nature
- Are Integrated Systems; Each Culture Is Like a Planet in Our Universe; Cultural Metaphors We Need to Rethink; Negotiation Is about Observation; Chapter 3: Highlights; Chapter 3: Optical Illusion Experiments; Experiment #1: "Seeing" a Rainbow; Experiment #2: Noticing Optical Illusions; Experiment #3: Looking at Yourself; Experiment #4: Optical Illusions in Conversation.
- 4 Negotiation Is about ProbabilitiesWelcome to the Uncertain World of Probabilities; The Revelation of the Uncertainty Principle; What We Don't Know Confuses Us; Paradoxes, Dilemmas, and Decisions; Soothing Ourselves with Patterns; The Problem with Patterns; A Risky But Profitable Business; The Importance of Context; The Shortcomings of Certainty; Seeing Probabilities as Your Friend; Chapter 4: Highlights; Chapter 4: Experiments; Experiment #1: Noticing Predictions by Experts; Experiment #2: What a Coin Toss Teaches about Probabilities; Experiment #3: Predicting Behavior with People You Know.
