Our books
NEGOTIATION IN CONSTANT EVOLUTION
HOW TO NEGOTIATE SUCCESSFULLY
Roger Fisher; William Ury
Whatever the field - family, work, international relations - and whether we realise it or not, we have to negotiate. All too often, however, disputes are "settled "by a showdown. As a result, by establishing a winner and a loser, we create the risk of new conflicts.
Written by American experts in negotiation and mediation, this book sets out practical, tried-and-tested strategies for learning to negotiate and reaching a mutually satisfactory agreement.
Simple, practical and pragmatic, the approach developed by Fisher and Ury combines efficiency and personal development, replacing stress with the pleasure of negotiating.
This book has become the world reference in negotiation. A must-read.
See : NÉGO 1 I THE MUTUAL GAINS STRATEGY
LES SECRETS D’UNE BONNE RELATION
REMAINING CONSTRUCTIVE AND EFFECTIVE WITH HOSTILE PARTNERS
Scott Brown
Atteindre des objectifs dépend certes de notre capacité à négocier, mais aussi, et surtout, de la qualité de la relation entre les parties en présence (couples, amis, gouvernements…).
Now we are all different. Establishing a good relationship with the person you are negotiating with is a prerequisite for any negotiation.
Just as we learn to negotiate, we can learn to build this type of relationship.
Drawing on the main concepts of the world bestseller Comment réussir une négociation, this book offers a practical method for building an effective and efficient relationship capable of managing differences, whatever the field, in the short and medium term.
See : NEGOTI 2 | IMPROVING MUTUAL GAINS STRATEGY
HOW TO NEGOTIATE WITH DIFFICULT PEOPLE
DE L’AFFRONTEMENT À LA COOPÉRATION
William Ury
“En 1981, Roger Fisher et moi-même avons écrit Comment réussir une négociation. Ce livre a eu un grand succès et continue à en avoir, mais de nombreux lecteurs ont voulu en savoir encore plus : comment traiter avec quelqu’un qui refuse d’écouter, qui se met en colère, qui veut à tout prix imposer son point de vue, etc., bref qui refuse de négocier ?
Parvenir à dépasser le refus de négocier demande en effet davantage que les habituelles capacités de négociation. J’ai voulu, ici, revenir sur ces points en expliquant comment transformer les techniques d’une négociation réussie dans les situations difficiles en une méthode universelle : la stratégie du contournement. Ce livre explique comment apprendre à danser à un partenaire de prime abord récalcitrant…”.
Using this method, you can use your negotiations to avoid obstruction, deflect personal attacks and unmask tricks and bad faith.
See : NEGOTIATION 3 | NEGOTIATING WITH DIFFICULT PEOPLE
HOW TO HANDLE DIFFICULT DISCUSSIONS
WITH YOUR BOSS, YOUR WIFE YOUR HUSBAND, YOUR CHILDREN, YOUR NEIGHBOURS
Douglas Stone; Bruce Patton; Sheila Heen
All too often, despite your best efforts, discussions discussions turn sour, each of you sure you're right and the other wrong. You hesitate between swallowing your rancour, giving in to make peace, or saying what you really think and too bad for the argument. Comment mener les discussions difficiles (How to handle difficult discussions) will show you the way out of all these dilemmas.
After fifteen years of research and thousands of consultations, the authors introduce us to a tried and tested, practical and systematic method for understanding and managing all types of conflictual discussion. If you want to avoid your next nervous breakdown, or the next quarrel with those around you, you urgently need to learn the most important thing of all (apart from knowing how to read and write): how to talk to other people.
Stone, Patton and Heen's book goes off the beaten track the beaten track on the pitfalls that block communication and offers operational answers to thwart them.
See : DISC | DISCUSS THE INDISPUTABLE
HOW TO SAY NO
KNOWING HOW TO REFUSE WITHOUT OFFENDING
William Ury
Comment dire “non” à la belle-mère qui veut s’installer dans l’appartement d’en face, au patron qui vous confie une mission pendant le week-end où vous deviez fêter votre anniversaire de mariage, aux voisins qui comptent sur vous pour une réunion de quartier ?
William Ury unpacks the tension we experience every day between our desire to say no, to assert our preference, and our fear of destroying the relationship. Neither saying 'no' aggressively, nor saying 'yes' just to avoid conflict, the author offers us a third way: that of the 'positive no'. In this way, we can refuse without offending, and assert ourselves without compromising our relationships. By revealing the secrets of the real 'no', Ury gives us the opportunity to deliver real 'yeses'. A truly operational method.
See : POSI | THE NEGOTIATOR'S NON-POSITIVE
MANAGING YOUR EMOTIONS :
ALSO MEANS TAKING INTO ACCOUNT OF OTHERS
Roger Fisher; Daniel Shapiro
Emotions (joy, anger, indignation, fear...) are our daily bread. Poorly managed, they can considerably complicate personal or professional relationships and cause considerable damage.
This book offers an innovative and practical practical response to managing emotions: your own and those of others. Fisher and Shapiro show in a clear and accessible way, without the need to be either a professional or a relationship psychologist, how to better understand and overcome the blockages caused by negative emotions. They give practical advice on how to transform emotions from obstacles into allies.
This book will help you prevent your negotiations from ending in failure and dissatisfaction.
See : EMO | THE NEGOTIATOR'S EMOTIONS
BEING IN TUNE WITH YOURSELF
TO NEGOTIATE BETTER WITH OTHERS
William Ury
The co-author of Comment réussir une négociation, in which we learn how to move from the logic of dead-end confrontation to the logic of win-win, now develops the essential preliminary step to finding profitable common ground with others: agreement with ourselves. The major obstacle in any relationship is not really the other person but ourselves.
At the negotiating table, we are in fact our own worst enemy. In this book, the author analyses the obstacles to successful negotiation that we ourselves create through our attitude, our tendency to react at the spur of the moment and our vision of life, which condition our relationship with others. He then suggests the changes needed to overcome them. To obtain a 'yes' from others, we must learn to say 'yes' to ourselves and to our lives.
MEDIATION IN THE WORKPLACE
FACILITATING DIALOGUE, MANAGING CONFLICT AND ENCOURAGING COOPERATION
Arnaud Stimec
La médiation est une négociation assistée par une tierce personne neutre et impartiale. Méthodologie d’accompagnement faite d’écoute et d’interventions, la médiation en entreprise permet de restaurer la communication, de faciliter la négociation et de gérer les conflits au quotidien.
Qu’elle soit préventive ou curative, la médiation implique de comprendre les impasses du dialogue, les ressorts du conflit et les enjeux de la négociation. Afin d’identifier les situations propices à sa mise en œuvre et de connaître les limites de sa pratique, l’auteur propose un cadre conceptuel et une méthodologie d’intervention, illustrés d’exemples adaptés à la situation de nombreux conflits d’entreprise.