Negotiation for All

About the Book

The aim of this book is to provide you, the reader, with a mechanism by which you can assess your understanding of the role of a negotiator and review your abilities to achieve success in the negotiation process. As you identify your strengths and weaknesses, you will be provided with practical tips and tools that you can use to improve your performance and ensure that you are a successful negotiator. Therefore, dear reader, we encourage you to use this book to collect and document your thoughts and craft practical guidelines, which you will test and validate as you negotiate your way through life. The book will begin with a review of the nature of negotiation in the modern world, highlighting some issues that should be kept in mind as we consider what negotiation actually is in the context of day-to-day life.

About the Author

Pierre Casse is Professor of Leadership at the Moscow School of Management (Skolkovo) and holds the leadership chair at the Business School (IEDC) of Bled (Slovenia). He is a visiting Professor at the Kellogg School of Management (Chicago) and the IAE of Aix en Provence (France). Former Dean at the Berlin School of Creative Leadership (Germany) as well as Professor at the International Institute of Management (IMD) in Lausanne, Switzerland. He is a consultant to several multinationals and has published more than 10 books on leadership and negotiation. Eoin Banahan is an independent consultant and Managing Director of RoundRose Associates Ltd, an organisation development consultancy. RoundRose takes as its mission to identify and develop the behaviours that individuals and organisations need to be effective in the knowledge age. He is also an Associate Professor in Change Management at the Audencia Business School in Nantes, France; an Assistant Professor in Organisational Behaviour at the Insitut d'Administration des Enterprises, Université d'Aix-en-Provence, France. Between 2006 and 2009 Mr. Banahan worked as MBA programme manager at the Berlin School for Creative Leadership, Steinbeis University, Berlin, Germany where he helped design and launch and executive MBA programme for the creative industries. He has also been a visiting faculty member at SKOLKOVO, Moscow School of Management. Mr. Banahan’s specific areas of interest include Leadership, Cultural Diversity and Organisational Change. Mr. Banahan has worked for a number of global corporations providing consultancy and training in matters related to organisation/management development and as an expert consultant for the European Commission. Mr. Banahan holds degrees from University College Dublin, Ireland and Université Libre de Bruxelles, Belgium. Mr. Banahan has written over 40 case studies and articles on critical issues in management development.