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AND? ? How to Build Relationships through Inventive Negotiation AND John L. Graham Lynda Lawrence William Hernández Requejo Copyright John L. Graham, Lynda Lawrence, William Hernandez Requejo, 2020 All rights reserved. Amazon.com Services LLC, 2020 First printing by Palgrave Macmillan, 2014 9781137370150_01_pre.indd iv 2/24/2014 2:54:40 PM John’s—To the family I grew up in: Charlotte, John, Sherry, Mary Ellen, Steve, and Bill. They were my first teachers of negotiation. Also, as I type these words of thanks I’m thinking of Anne Gallagher, founder of Seeds of Hope, driving me around Dublin and Belfast, showing me the paths to peace. Lynda’s—To Ruth, Lynn, and Tom for 156 years of love and support. William’s—To my family, Martha, William, and Marina for their creativity, thoughtfulness, and simplicity. 9781137370150_01_pre.indd v 2/24/2014 2:54:40 PM 9781137370150_01_pre.indd vi 2/24/2014 2:54:40 PM Contents List of Exhibits and Table ix P r e f a c e xi Acknowledgments xiii Introduction: Bought a Car Lately? 1 1 Going Forward to the Past: A Brief History of Negotiation 9 2 Spotting a Glimmer of Opportunity 19 3 I d e n t i f y i n g a n d C r e a t i n g P a r t n e r s 3 1 4 B u i l d i n g P e r s o n a l R e l a t i o n s h i p s 4 3 5 Designing Systems for Success 57 6 Getting the Team Right 75 7 L e v e r a g i n g D i v e r s i t y 9 3 8 E x p l o r i n g P l a c e / S p a c e / P a c e 1 1 5 9 Preparing for Emotions/Power/Corruption 133 1 0 C h a n g i n g R o l e s 1 4 7 1 1 C r e a t i n g S u r p r i s e s 1 6 5 1 2 I m p r o
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