Titlebook: Inventive Negotiation; Getting Beyond Yes John L. Graham,Lynda Lawrence,William Hernández Re Book 2014 The Editor(s) (if applicable) and Th

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The Editor(s) (if applicable) and The Author(s) 2014

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Going Forward to the Past: A Brief History of Negotiation,he word negotiation is derived from two Latin terms, . they translate literally as “to deny leisure.” In French and Spanish, “deny leisure” becomes “business.” Yet, while the word is Latin-derived, the behavior predates that culture by roughly 200,000 years, dating back to ever since . developed as a species.

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Designing Systems for Success,e looks exactly like a member of the real–beard Santa Club in his crisp Oxford shirt, white beard, and ruddy complexion. Yet, the gift Father Gregory Boyle brings is a belief in people abandoned by society long ago. And to make that belief reality, he negotiates hundreds of times every single day.

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Leveraging Diversity,hy is it that a tiny country (about the size of the state of Maryland), with virtually no natural resources, threatened every year by rising sea levels, is home to some of the world’s most innovative negotiators?

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Exploring Place/Space/Pace,t’s blazing hot. Sweat is pouring into your boots from under your body armor. Commands are coming through your headpiece from several different levels. Angry Somali villagers, wielding blood-drenched machetes and AK-47s, are banging on the gates. In the middle of the street, the mayor’s brother lies dead.

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Changing Roles,s any parent can tell you, it’s hard to get kids to eat their vegetables. It’s even harder when getting those vegetables to the table involves two bus rides after a long day standing on your feet, plus spending a big chunk of your paycheck.