Comment les négociateurs réussissent

[How negotiators succeed]

What is a “good” negotiation? And what abilities do you need to negotiate well? To answer these questions, this book takes an innovative approach, halfway between philosophical essay and practical guide for managers and leaders?whether commercial managers, HR personnel, general managers, etc. The first part focuses on the nature of a negotiation. When do we need negotiation? What type of connection does it involve? In what state of mind should the negotiator be in and how does he/she prepare for it? The second part analyzes three negotiating requirements: “to have a warm heart”, “to keep a cool head” and to “always have an open hand”. Using this framework, the authors analyze the impact of emotions on the negotiation dynamic, as well as the cognitive biases that can sometimes lead us astray. They also remind negotiators of the importance of developing qualities such as creativity and tenacity.

A book filled with numerous references to philosophical, anthropological and sociological works, which nevertheless do not prevent it from having a real operational relevance.