The first thing I learned about negotiating between rival gangs is that the old rules don't work. The only way to stop those wars was to change the process, and create a community.Inventive Negotiation demonstrates exactly how it's done, no matter who or what is in conflict. Reading these stories can change the way you work with others. It might even change the world.
Father Gregory Boyle. CEO Homeboy Enterprises, author of Tattoos on the Heart
AUTHORS
John L. Graham is an author and Professor Emeritus of International Business at the University of California, Irvine. He has provided expert advice and training on international negotiations to executives groups at Fortune 500 companies for three decades. He has written articles for the New York Times, Los Angeles Times, and the Harvard Business Review, 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.
Lynda Lawrence is Chief Idea Officer at Ideaworks Consulting and teaches Innovation Management at the Merage School of Business at the University of California, Irvine. She has more than 30 years of experience fostering creativity in many industries, as well as trade groups, nonprofits and government agencies, and has won more than 500 awards for creativity and public service.
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 around the world.
All of us who negotiate – and that really is all of us – would benefit from reading Inventive Negotiation. In clear prose and with wonderful examples, the authors explain the theory and practice of negotiation and how to foster long-term relationships. Every page is filled with insights that can benefit everyone, including even the most experienced negotiators.
Erwin Chemerinsky– Dean, School of Law, UCI
A unique use of new findings on facial expressions and emotion in improving negotiations processes.
Paul Ekman– Professor Emeritus of Psychology, UCSF author of Emotions Revealed and Telling