THE NEGOTIATOR’S FOUR CAPITALS

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 1 in Negotiate, Persuade and Create Great Deals, 2020, pp 1-16 from World Scientific Publishing Co. Pte. Ltd.

Abstract: In 1716, Francois de Callieres, a French diplomat wrote, “The art of negotiation with princes is so important that the fate of the greatest states often depends upon the good or bad conduct of negotiations and upon the degree of capacity the negotiators employed.” This sound advice is still largely ignored because, as Leigh Steinberg said, “Most people enter a negotiation virtually unarmed and make the mistake of negotiating before they are ready. They have done little or no preparation and have a vague, often arbitrary, notion of what they want and march forward. They are not properly prepared to get the results they are seeking, and so they rarely get those results”…

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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