Inventive Negotiation
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Inventive Negotiation Getting Beyond Yes John L. Graham, Lynda Lawrence, and William Hernández Requejo
INVENTIVE NEGOTIATION Copyright John L. Graham, Lynda Lawrence, and William Hernández Requejo, 2014. All rights reserved. First published in 2014 by PALGRAVE MACMILLAN in the United States a division of St. Martin s Press LLC, 175 Fifth Avenue, New York, NY 10010. Where this book is distributed in the UK, Europe and the rest of the world, this is by Palgrave Macmillan, a division of Macmillan Publishers Limited, registered in England, company number 785998, of Houndmills, Basingstoke, Hampshire RG21 6XS. Palgrave Macmillan is the global academic imprint of the above companies and has companies and representatives throughout the world. Palgrave and Macmillan are registered trademarks in the United States, the United Kingdom, Europe and other countries. DOI10.1057/9781137370167 ISBN 978-1-137-37016-7 (ebook) Library of Congress Cataloging-in-Publication Data Graham, John L. Inventive negotiation : getting beyond yes / John L. Graham, Lynda Lawrence, William Hernandez Requejo. pages cm 1. Negotiation in business. 2. Negotiation. 3. Business communication. 4. Interpersonal communication. I. Lawrence, Lynda. II. Requejo, William Hernández. III. Title. HD58.6.G697 2014 658.4 052 dc23 2013043935 A catalogue record of the book is available from the British Library. Design by Newgen Knowledge Works (P) Ltd., Chennai, India. First edition: May 2014 10 9 8 7 6 5 4 3 2 1
John s To the family I grew up in: Charlotte, John, Sherry, Mary Ellen, Steve, and Bill. They were my first teachers of negotiation. Also, as I type these words of thanks I m thinking of Anne Gallagher, founder of Seeds of Hope, driving me around Dublin and Belfast, showing me the paths to peace. Lynda s To Ruth, Lynn, and Tom for 156 years of love and support. William s To my family, Martha, William, and Marina for their creativity, thoughtfulness, and simplicity.
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Contents List of Exhibits and Table Preface Acknowledgments ix xi xiii Introduction: Bought a Car Lately? 1 1 Going Forward to the Past: A Brief History of Negotiation 9 2 Spotting a Glimmer of Opportunity 19 3 Identifying and Creating Partners 31 4 Building Personal Relationships 43 5 Designing Systems for Success 57 6 Getting the Team Right 75 7 Leveraging Diversity 93 8 Exploring Place/Space/Pace 115 9 Preparing for Emotions/Power/Corruption 133 10 Changing Roles 147 11 Creating Surprises 165 12 Improvising 181 13 Playing Together Nicely 191 14 Reviewing and Improving 201 Appendix 1: Defining Inventive Negotiations in Technical Terms 211 Appendix 2: 82 Ways to Generate More Ideas 215
viii Contents About the Authors 219 Notes 221 Index 235
Exhibits and Table Exhibits 3.1 US patents granted to invention teams that include both American and Chinese citizens 42 5.1 Actors and audiences in the GM-Toyota negotiations 63 5.2 The global negotiation process 64 7.1 Average number of ideas put on the table 97 7.2 Individualism index scores and linguistic distance for selected countries and regions 103 10.1 GDP per capita, UK and Ireland 156 10.2 Percentage of widows over 65 living alone 158 10.3 Percentage of 18 34 year-olds living in parents home 159 10.4 Percentage of multigenerational households 159 10.5 Percentage of US population over 65 160 14.1 Lawyers per 100,000 people 202 Table A1 Three types of agreements 212
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Preface AND? When spoken with a rising tone, this simplest of sentences represents the essence of inventive negotiations in two fundamental ways. First, it recognizes that invention is a social activity involving you and me, and sometimes even Dick and Jane and Yoshi and Maria. Second, this simplest of questions asks what s next after an agreement and beyond that old getting to yes. It also avoids the creativity killing yeah, but... It implies a longterm relationship among partners where synergy pertains. Our book (henceforward we ll just call it Inventive Negotiation) is about a new way of thinking about human exchange and about how to conduct inventive negotiations in all aspects of your life personal, commercial, political, and global.
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Acknowledgments Thanks to all the members of the board of the University of California, Irvine, Center for Citizen Peacebuilding for their wonderful work and their influences on our writing. In particular, we appreciate the dedication to building peace and the good ideas from Paula Garb and Dulcie and Larry Kugelman. Eric Algreen- Petersen s tutelage was instrumental in building the team for the book. Laurie Harting, our editor at Palgrave Macmillan who saw a glimmer of opportunity that others had missed and profoundly affected the construction our book. And thanks to all our storytellers: Eli Simon, Bruce Money, Sudhir Venkatesh, Robert Nagourney, Marissa Arzate, Anthony Chang, Mary Robinson, Jan Sunoo, William Graham, Carol Holt, Matthew Alexander, Father Gregory Boyle, Amaury Gallais, Gregg Curly, Yoshihiro Sano, Mark Lam, David Obstfeld, Jorge Habetha, Mili Decompo Rama, Lawrence Burns, Geert Hofstede, Samantha Cross, Mary Gilly, John Gerretsen, Paul Ekman, Bernard Lafayette, Sharon Graham Niederhaus, Teresa Lavell, Paula Garb, Gwendolyn Oxenham, and Robert Cohen. The excellent cover was designed by Simone Beaudoin. In memoriam: Miguel Alfonso Martinez, Anne Gallagher, Edward T. Hall, James Day Hodgson, and F. Sherwood Rowland.