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End User License Agreement
by Michael Wheeler, Joerg Schmitz, Stephan M. Mardyks, Karen S. Walch
Quantum Negotiation
Cover
Title Page
Acknowledgments
The Authors
Foreword
Introduction: What Comes to Mind When You Think of Negotiation?
Paula's Story
Martin's Story
A Quantum Perspective
Informal Negotiation
Lina's Story
The Quantum Approach
About This Book
PART I: Quantum Negotiation Practice
1 The WHO & WHY of Quantum Negotiation
Anchoring Equilibrium and Achieving Buoyancy
Cognitive
Emotional
Social
Physical
Spiritual
Buoyancy
Why Does Negotiation Often Cause Such Strong Reactions within Us?
Laughter and Negotiation
Assuming Responsibility
The Risk of Accommodation
Summary: Stay Anchored and Grounded
2 The WHAT & WHAT IF of Quantum Negotiation
Negotiation as a Battle
Leverage—Necessary to Getting What You Want
Losing the Ability to Influence What We WANT
Analyze Fair and Objective Criteria
3 The HOW of Quantum Negotiation
Quantum Leadership—HOW to Negotiate
Using the Whole Brain
Quantum Divorce Negotiation
HOW to Behave as a Quantum Negotiator
Developing a Sociocentric Orientation
Designing a Quantum Plan to Win
Quantum Leadership Transforms Organizational “Silo” Behavior
Responding to Manipulation Tactics
How Quantum Negotiators Handle “Hardball” Tactics
Quantum Leadership Embraces the Opportunities in Conflict and Change
Quantum Negotiation and Style‐Shifting
Quantum Leaders Manage Energy
Quantum Leaders Forgive
Summary of HOW to Get What You Want and Need
PART II: Quantum Negotiation Tools
PART III: Quantum Negotiation Mindset
4 Independence Is a Powerful Illusion
New and Improved Framework
Independence versus Interdependence
Summary
5 What You See Is Not What You Get
The Quantum Negotiation Profile (QNP)
1. Task–Relationship Centeredness
2. Schedule–Process Focus
3. Implicit–Explicit Communication
4. Big Picture–Detail Orientation
5. Direct–Discreet Conflict Handling
6. Situation‐ and Rule‐Based Approaches
7. Self‐, Other‐, or Mutuality Focus
Summary
6 Leading Is Not about the Leader
Quantum Leadership Resonance and Mindfulness
Ordering versus Engaging
Yvonne's Mindful Leadership and Civility
Conclusion
QN References and Further Reading
Index
End User License Agreement
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Index
WILEY END USER LICENSE AGREEMENT
Go to
www.wiley.com/go/eula
to access Wiley’s ebook EULA.
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