The First Move: a Negotiator's Companion

"Time management is essential for successful negotiations. This book helps you do first things first." --Jeanne Brett, DeWitt W. Buchanan, Jr.Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center

"This book brings a breakthrough method to lead efficient negotiations." --Yann Duzert, Professor, Foundation Getulio Vargas, Brazil

"Even if you only implement 5% of this method, your...
More Description

"Time management is essential for successful negotiations. This book helps you do first things first."
--Jeanne Brett, DeWitt W. Buchanan, Jr.Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center

"This book brings a breakthrough method to lead efficient negotiations."
--Yann Duzert, Professor, Foundation Getulio Vargas, Brazil

"Even if you only implement 5% of this method, your clients will find you more attentive to their needs."
--John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office

"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices."
--Pierre Debaty, Head of the Brussels Training Office, European Parliament

"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches."
--AJR Groom, University of Kent at Canterbury

"Whether you negotiate abroad or in your home country, this book is a must."
--Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics

"Many former enemies started thinking and acting differently after having integrated the principles of this book."
--Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress

"This negotiation method makes a difference for business and government leaders, who want to act more responsibly."
--Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government