The First Move: A Negotiator's Companion - Hardcover

by Alain Lempereur (Author), Aurelien Colson (Author), Michele Pekar (Editor)

"Time management is essential for successful negotiations. This book helps you do first things first."
--Jeanne Brett, DeWitt W. Buchanan, Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center

"This book brings a breakthrough method to lead efficient negotiations."
--Yann Duzert, Professor, Foundation Getulio Vargas, Brazil

"Even if you only implement 5% of this method, your clients will find you more attentive to their needs."
--John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office

"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices."
--Pierre Debaty, Head of the Brussels Training Office, European Parliament

"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches."
--AJR Groom, University of Kent at Canterbury

"Whether you negotiate abroad or in your home country, this book is a must."
--Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics

"Many former enemies started thinking and acting differently after having integrated the principles of this book."
--Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress

"This negotiation method makes a difference for business and government leaders, who want to act more responsibly."
--Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government

Front Jacket

Solidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike.

Every day, you negotiate. Within families, in companies, in the public sphere, in international settings, you deal with projects, contracts, and conflicts. But do you do first things first? Do you prepare before you act? Do you listen before you speak? Do you acknowledge emotions before you problem-solve? Do you create value before you discuss pricing?

If you are not born a good negotiator, you can become one. Beyond instinctive practices, this companion proposes a negotiation method which is both a general philosophy and a set of specific techniques.

Reinforced by the authors' experience in consulting and training, the Companion will allow you to do the right thing at the right time. You will reduce the risks of deadlocks and tensions and multiply your chances of success.

Back Jacket

Solidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike.

Every day, you negotiate. Within families, in companies, in the public sphere, in international settings, you deal with projects, contracts, and conflicts. But do you make the right moves first? Do you prepare before you act? Do you listen before you speak? Do you acknowledge emotions before you problem-solve? Do you create value before you discuss pricing?

If you are not born a good negotiator, you can become one. Beyond instinctive practices, this Companion proposes a negotiation method which is both a general philosophy and a set of specific techniques.

Reinforced by the authors' experience in consulting and training, the Companion will allow you to do the right thing at the right time. You will reduce the risks of deadlocks and tensions and multiply your chances of success

Author Biography

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.

AURÉLIEN 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.