Maurice A. Bercof - The Art of Negotiating
Summary :
Table of Contents
- General presentation
- The author
- Framework of the book
- Content of the book
- Prologue
- Introduction from loser to winner: What is a successful negotiation?
- Section one: Previous thoughts
- Chapter one: What are we talking about?
- Chapter two: Do you know your interlocutors?
- Chapter three: Do you know what you really want, and what's important for the others?
- Chapter four: What will you do if you can't get what's important to you?
- Chapter five: How to present and argument the offer?
- Section two: The situation
- Chapter six: What type of relationship do you want?
- Chapter seven: When to take initiative/advantage?
- Chapter 8: How to treat aggression and avoid conflict?
- Chapter 9: How to use persuasion?
- Chapter 10: How to deal with multiple negotiations?
- Conclusion: Five recommendations for the winning negotiator
- Critics and recommendations
- My critical point of view
- Bibliography
Abstract
maurice A. bercoff is a Bachelor of Law, PhD in Economics and a Statistics graduate; and fluent in four languages. He developed his systematic approach to negotiations in Harvard, Wharton Business School and the Kennedy School of Government.
He has more than thirty years of experience (in Europe and the USA) in labor conflicts, re-engineering schemes, acquisitions, and change management projects in culturally diverse companies; giving him sound knowledge of international, intercultural and social negotiation and relationships.
In 1993 he created Negotiators Associated. Through this company, he prepares teams for difficult negotiations for businesses, partnerships, industrial affairs, etc. Some of the companies he has worked with include: France Telecom, EDF-GDF, Schlumberger, Saint-Gobain, EADS-Airbus, Renault, etc...
He wrote L'art de Négocier (The art of negotiating); which was published by Groupe Eyrolles: the first edition in May, 2004; and the second edition in 2007.
He has more than thirty years of experience (in Europe and the USA) in labor conflicts, re-engineering schemes, acquisitions, and change management projects in culturally diverse companies; giving him sound knowledge of international, intercultural and social negotiation and relationships.
In 1993 he created Negotiators Associated. Through this company, he prepares teams for difficult negotiations for businesses, partnerships, industrial affairs, etc. Some of the companies he has worked with include: France Telecom, EDF-GDF, Schlumberger, Saint-Gobain, EADS-Airbus, Renault, etc...
He wrote L'art de Négocier (The art of negotiating); which was published by Groupe Eyrolles: the first edition in May, 2004; and the second edition in 2007.
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