An educational companion to conduct your own negotiations and reach a lasting agreement in the digital age and ecological transition.
The digital era has a strong impact on negotiations : hyper transparency subjects everyone to the collective eye, social networks multiply the stakeholders and their powers, big data is revolutionizing transactions. To play your own negotiations and reach a lasting agreement in chaos 2.0, this book delivers the essentials of the best theories and practices. It invites you to experiment with a new method, Responsible Negotiation, in order to adapt it to your own professional or private environment.
In a very illustrated and fun format, with complex concepts explained in a very visual way, it aims above all to be educational and is full of current examples of complex negotiations (Brexit, Amazon, CETA, Taxation of GAFA, civil and military nuclear power, Yellow vests, etc.).
It addresses four tribes. Intimates and confrontations of emotional life : how to cope with the omnipresence of social networks ? Those involved and the demands of civic life : how to make the voice of the invisible and non-human heard in the governance of the “commons” ? Experts and the compromises of professional life : how to reconcile economic performance, societal progress and environmental innovation ? Targets and everyday transactions : how to mobilize your assets in the face of the algorithms of private and public organizations ?
To escape the violence of negotiations based mainly on power relations or to overcome the ambiguity of politically correct compromises signed between insiders present at the negotiating table, a responsible negotiation method aims for economic performance, societal and environmental.
Associate Professor of Economics and Management, Julien Viau is a lecturer at La Rochelle University. Héla Sassi is a doctor in Language Sciences and a teacher at the University of Manouba. Hubert Pujet is a training consultant on the optimization of professional performance and the management of psychosocial risks.
Commercial negotiation
In the digital age and ecological transition
Julien Viau, Hey Sassi, Hubert Pujet, Pearson editions, 192 pages.
