Sustainable Negotiation

What Physics Can Teach Us About International Negotiation

Eliane Karsaklian

Emerald

This book can be opened with

Hardback

9781787145764

24 July 2017

$59.99

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9781787145757

24 July 2017

$59.99

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9781787149816

24 July 2017

$59.99

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This new and innovative book introduces a new approach to negotiation, where ‘Sustainable Negotiation’ replaces the old notion of winning. Instead of ‘doing a deal’ and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no term limits, which better reﬂects the real world today. Just as we strive to create a sustainable approach to the natural world, we need to do the same with people if we want to keep working together and building a more harmonious business world. The book borrows from the ﬁeld of physics to make the case that negotiators need to know what is not visible so they can explain what is visible. This alignment gives negotiators the tools to think differently about what they see, helping them to look beyond traditional negotiation techniques and to develop a forward-thinking and sustainable approach to business. Written by a leading international negotiation expert, Sustainable Negotiation introduces a completely new perspective on international negotiation, providing practical, ﬁeld-tested examples, experiments and guidance to enable readers to implement sustainable negotiation in the real world.

Foreword Introduction: What Do Smartphones, Cards, and Pets — and Physics — Have to Do with International Negotiation? 1. Negotiation Is about Energy 2. Negotiation Is about Paradoxes 3. Negotiation Is about Optical Illusions 4. Negotiation Is about Probabilities 5. Negotiation Is about Integration 6. Negotiation Is about Sustainability 7. Sustainable Negotiation Is Possible Afterword

As far as Karsaklian knows, this is the first book to connect international negotiation with quantum physics, and she guesses that practical business leaders will be more interested in it than physicists. She takes a disruptive approach to negotiation, doing away with counterparts, because in sustainable negotiation, adversaries lose their chairs to collaborators. In physics, she says, scientists try to guide particles based on their position and trajectory, and negotiators can use that principle to guide each other's steps in the direction that seems to work. She explore negotiation as about energy, paradoxes, optical illusions, probabilities, integration, and sustainability.
- Annotation ©2017

Eliane Karsaklian, Ph.D., is an unusual combination of big picture thinker, academic and practical businessperson. She has lived and worked in a number of countries during her career and mastered five languages, giving her extensive knowledge and experience in negotiation techniques and intercultural relationships. Today, Dr. Karsaklian splits her time between researching and teaching international business as a Professor at Université Sorbonne in Paris, France and running the company she founded, Ubi&Orbi, which consults with companies to develop their international markets, create multinational partnerships and manage employees around the world. As Director of the trilingual Master Program in International Negotiation at Sorbonne, Dr Karsaklian's research led to the development of a number of new tools for international negotiators, expatriates, and diversity managers. She has published numerous scientific articles and books on international business, most recently The Intelligent International Negotiator (2014) and From Foreign to International: Lessons from a Citizen of the World (2015).

As an internationally known speaker and award-winning researcher, Dr. Karsaklian is invited as visiting professor at a number of universities around the world and is an advisory board member of the International Academy of Business and Management in the United States.