Quantum Negotiation

Book description

Master the art of getting what you need with a more collaborative approach to negotiation

Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements.

We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action.

  • Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship
  • Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need
  • Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying
  • Understand the unseen forces at work in any negotiation, and prevent them from derailing your success

In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources. 

Table of contents

  1. Cover
  2. Title Page
  3. Acknowledgments
  4. The Authors
  5. Foreword
  6. Introduction: What Comes to Mind When You Think of Negotiation?
    1. Paula's Story
    2. Martin's Story
    3. A Quantum Perspective
    4. Informal Negotiation
    5. Lina's Story
    6. The Quantum Approach
    7. About This Book
  7. PART I: Quantum Negotiation Practice
    1. 1 The WHO & WHY of Quantum Negotiation
      1. Anchoring Equilibrium and Achieving Buoyancy
      2. Cognitive
      3. Emotional
      4. Social
      5. Physical
      6. Spiritual
      7. Buoyancy
      8. Why Does Negotiation Often Cause Such Strong Reactions within Us?
      9. Laughter and Negotiation
      10. Assuming Responsibility
      11. The Risk of Accommodation
      12. Summary: Stay Anchored and Grounded
    2. 2 The WHAT & WHAT IF of Quantum Negotiation
      1. Negotiation as a Battle
      2. Leverage—Necessary to Getting What You Want
      3. Losing the Ability to Influence What We WANT
      4. Analyze Fair and Objective Criteria
    3. 3 The HOW of Quantum Negotiation
      1. Quantum Leadership—HOW to Negotiate
      2. Using the Whole Brain
      3. Quantum Divorce Negotiation
      4. HOW to Behave as a Quantum Negotiator
      5. Developing a Sociocentric Orientation
      6. Designing a Quantum Plan to Win
      7. Quantum Leadership Transforms Organizational “Silo” Behavior
      8. Responding to Manipulation Tactics
      9. How Quantum Negotiators Handle “Hardball” Tactics
      10. Quantum Leadership Embraces the Opportunities in Conflict and Change
      11. Quantum Negotiation and Style‐Shifting
      12. Quantum Leaders Manage Energy
      13. Quantum Leaders Forgive
      14. Summary of HOW to Get What You Want and Need
  8. PART II: Quantum Negotiation Tools
  9. PART III: Quantum Negotiation Mindset
    1. 4 Independence Is a Powerful Illusion
      1. New and Improved Framework
      2. Independence versus Interdependence
      3. Summary
    2. 5 What You See Is Not What You Get
      1. The Quantum Negotiation Profile (QNP)
      2. 1. Task–Relationship Centeredness
      3. 2. Schedule–Process Focus
      4. 3. Implicit–Explicit Communication
      5. 4. Big Picture–Detail Orientation
      6. 5. Direct–Discreet Conflict Handling
      7. 6. Situation‐ and Rule‐Based Approaches
      8. 7. Self‐, Other‐, or Mutuality Focus
      9. Summary
    3. 6 Leading Is Not about the Leader
      1. Quantum Leadership Resonance and Mindfulness
      2. Ordering versus Engaging
      3. Yvonne's Mindful Leadership and Civility
  10. Conclusion
  11. QN References and Further Reading
  12. Index
  13. End User License Agreement

Product information

  • Title: Quantum Negotiation
  • Author(s): Karen S. Walch, Stephan M. Mardyks, Joerg Schmitz, Michael Wheeler
  • Release date: December 2017
  • Publisher(s): Wiley
  • ISBN: 9781119374862