Inventive Negotiation, 2014 Getting Beyond Yes

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.

Introduction Bought a Car Recently? 1. Older than History, More Advanced than the Future 2. It Begins with a Glimmer of Opportunity 3. Don't Sell Them the Show. Sell Them the Vision 4. Then You Build Personal Relationships 5. Systems that Make It Happen 6. The Right People 7. Diversity Works 8. Place/Space/Pace 9. Emotion/Power/Ethics 10. Changing Roles 11. Creativity Stimulants 12. Improvisation 13. Playing Together 14. Review and Improve

John L. Graham is an author and Professor Emeritus of International Business at the University of California, Irvine, USA. He has provided expert advice and training on international negotiations to executives groups at Fortune 500 companies for three decades. In 2009 he was selected as International Trade Educator of the Year by NASBITE International. A Berkeley PhD, Graham has published more than 60 articles in journals such as the Harvard Business Review (2), the Negotiation Journal, the Journal of Marketing, and Management Science. His five books with partners (see just below) have all been best sellers on their respective topics. He has also written articles for the New York Times, Los Angeles Times, USAToday, and his research has been the subject of articles in Smithsonian and the Chronicle of Higher Education and coverage on the NBC Nightly News and ABC Good Morning America.

William Hernández Requejo is president and a senior consultant of Requejo Consulting, Inc., a California corporation specializing in the area of international management consulting, international business development, international negotiations and organizational development. He has worked with multinational corporations, on a wide variety of projects. William is also adjunct faculty in Advanced Negotiations, International Business Negotiations, International Business Transactions, International Joint Ventures and Strategic Alliances and International Marketing at different universities across the United States and Europe. He is co-author of Global Negotiation: The New Rules (Palgrave Macmillan 2008) and Global Business Today, Global Edition (McGraw Hill 2011). He was the founding Director of the Asturias Business School in Spain. William is a graduate of the Georgetown Law School specializing in International Law.

Lynda Lawrence is Chief Idea Officer at Idea