{"product_id":"creative-conflict-a-practical-guide-for-business-negotiators-9781633699496","title":"Creative Conflict: A Practical Guide for Business Negotiators","description":"\u003cp\u003e\u003cb\u003eNegotiation is stuck—it's time for something new.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eAlmost everything is negotiable, almost every interaction a negotiation. And in no field is this clearer than in business, where every day we need to work with others to get things done. But when we have real differences, is a win-win always possible? Or must every negotiation be a zero-sum game, with a winner and a loser?\u003c\/p\u003e\u003cp\u003eOver the last half century, these two opposing philosophies have ruled the field: the win-lose, tooth-and-nail battle plan identified with training guru Chester Karrass, and the win-win, principled creed of \u003ci\u003eGetting to Yes\u003c\/i\u003e, by Harvard's Roger Fisher and William Ury. Both were game changers in their day, but neither approach fully meets the challenges of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is a crucial skill, and time is of the essence.\u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eCreative Conflict\u003c\/i\u003e, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show that negotiations are driven by competition \u003ci\u003eand\u003c\/i\u003e cooperation at the same time, counterintuitively revealing that conflict is at the core of every negotiation. When we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. Creative negotiators probe and push until they hit a wall of disagreement, then figure out how to get past it. The authors construct a simple framework based on three basic but distinct contexts: bargaining, dealmaking, and relationship building. They then instruct readers on how to skillfully pursue their own interests while simultaneously seeking ways to expand a deal's scope and value for both sides.\u003c\/p\u003e\u003cp\u003eBased on the popular Mobus Creative Negotiating seminars and the authors' experience working with \u003ci\u003eFortune\u003c\/i\u003e 500 companies, \u003ci\u003eCreative Conflict\u003c\/i\u003e is a business book written for businesspeople, by businesspeople. It's your go-to guide for boosting your skills and confidence as a negotiator—and learning to strike a better deal.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Harvard Business Review Press\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/15\/2021\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781633699496\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 272\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.05lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.30h x 6.30w x 1.10d","brand":"Bill Sanders, Frank Mobus","offers":[{"title":"Default Title","offer_id":40040705196213,"sku":"9781633699496","price":25.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_da87a134-1126-4a56-b9aa-6b0c8ef7c474.jpg?v=1621344062","url":"https:\/\/pastforward.org\/products\/creative-conflict-a-practical-guide-for-business-negotiators-9781633699496","provider":"Past Forward","version":"1.0","type":"link"}