The Transformative Negotiator: Changing the Way We Come to Agreement from the Inside Out

by Michèle Huff

Overview

This innovative book presents a transformative approach to negotiation that weaves together the spiritual and the strategic. You’ll learn a profoundly effective way of communication that helps you move past the ordinary mechanics of negotiations and achieve realistic goals and positive, lasting outcomes. This holistic, mindful method will change the way you interact with people in all areas of life. A down-to-earth approach to negotiating that focuses on connecting with others and coming to an agreement, rather than simply “winning.”

Product Details

ISBN-13:	9781936268818
Publisher:	High Conflict Institute Press
Publication date:	04/14/2015
Sold by:	Barnes & Noble
Format:	eBook
Pages:	173
File size:	1 MB

About the Author

Michèle Huff is an attorney who has negotiated on behalf of Fortune 500 companies, including Oracle Corporation, Sun Microsystems, and Canal+ and start-up companies, including Kalepa Networks and Cinnafilm. She has also negotiated on behalf of hundreds of individual clients and manages the Archer Law Group, a firm specializing in protecting and licensing creative properties.

Since 2008, she has been the University of New Mexico’s lawyer for research, technology and intellectual property. She negotiates agreements with industry, academic institutions, and governmental agencies on a regular basis. Michèle has taught intellectual property and licensing at the University of New Mexico’s School of Law, and has led negotiation workshops for local community foundations, technology venture associations, and business incubators. In May, she co-presented a session on Transformative Negotiation at NBIA’s 28th International Conference on Business Incubation in New Orleans. She was named one of Albuquerque Business First’s 2014 Women of Influence.

Table of Contents

Connection

1. Really Listen
2. Say It Clearly, without Charge
3. Check Assumptions and Expectations
4. Do It in Person
5. Know Thyself—and Much More
6. Consider Language and Cultural Differences
7. Observe the Gender Gap and Adjust
8. Create Optimal Conditions
9. Set Realistic Goals
10. Uncover Needs
11. Ask Why You Are Negotiating
12. Replace Frames
13. Validate Opposing Views
14. Check Your Perspective
15. Adjust Your Posture
16. Find Your Anchors
17. Set Deadlines
18. Build Trust
19. Trust Your Gut
20. Apply Leverage
21. Be Aware of Power Imbalances
22. Practice Humility
23. Manage Anger
24. Be Patient
25. Influence by Educating
26. Persevere
27. Leave the Past Behind
28. Embrace the Present; Move into the Future

Transformation

Bibliography and Suggested Reading

Editorial Reviews

The skills covered in this precise volume will “transform” both negotiated outcomes and the participants themselves. Accomplished negotiator and attorney Michèle Huff draws from Buddhist concepts of mindfulness, her personal business experiences, and examples ranging from Nelson Mandela, Henry Kissinger, and the Dalai Lama to explain core techniques that work as well as those that do not. Simple exercises throughout illustrate key concepts readers can make their own. From awareness of physical aspects such as posture and breathing, to controlling anger, and the sophisticated practice of humility, these techniques will prove invaluable any time negotiation partners need to come to agreement and in everyday life.”
—Marie Longserre, CEO Santa Fe Business Incubator, former Board Chair National Business Incubation Association

“Huff layers MBA level negotiation theory, lifelong experience, cross-cultural negotiation and practice of deeper wisdom in a series of clearly explained and immensely pragmatic examples. The Transformative Negotiator stresses the brain/body connection, our interdependence as human beings, as well as meditation techniques that lead to successful outcomes. It is a book you want to have handy in the midst of any negotiation from teenage kids to members of the board.”
—Miko Matsumura, Speaker, Silicon Valley Startup Advisor, Technology Evangelist

“A concise and pleasurable read, The Transformative Negotiator takes the well-known basic tenets of negotiation and goes beyond to showcase the importance of connection in successful negotiations. Drawing on historical examples and her personal experience, Huff creates a book that, along with a sprinkling of realistic exercises throughout, will push your awareness of self and your ability to negotiate successfully to the next level.”
—Michael B. Horn, author, Blended: Using Disruptive Innovation to Improve Schools, Co-Founder and Executive Director, Education, Clayton Christensen Institute, named one of the 100 most important people in the advancement of the use of technology in education by Tech & Learning magazine

From the Publisher