High-impact and Sustainable Negotiating: Investing in Return on Relationship

Written by Aurélien COLSON PhD MBA, Professor of Political Science at ESSEC Business School, and Director of the Institute for Research and Education on Negotiation (IRENE Paris, Singapore & Brussels), this e-book is the product of constant dialogue between academic research and practitioners on the field. Negotiation issues are discussed with a true interdisciplinary perspective, blending expertise from the different fields where ESSEC IRENE is involved: the private and business sector; international relations, diplomacy, politics and public administration; civil society and NGOs. Aimed at professionals, instructors, and students, the book leads readers through 3 crucial steps in any negotiation: how to get prepared, what makes a good deal, and why negotiations fail. It also includes a special bonus – negotiating business deals in China – and includes printable tools and flashcards.