Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.

Our Brains at War: The Neuroscience of Conflict and Peacebuilding suggests that we need a radical change in how we think about war, leadership, and politics. Most of us, political scientists included, fail to appreciate the extent to which instincts and emotions, rather than logic, factor into our societal politics and international wars. Many of our physiological and genetic tendencies, of which we are mostly unaware, can all too easily fuel our antipathy towards other groups, make us choose 'strong' leaders over more mindful leaders, assist recruitment for illegal militias, and facilitate even the most gentle of us to inflict violence on others. Drawing upon the latest research from emerging areas such as behavioral genetics, biopsychology, and social and cognitive neuroscience, this book identifies the sources of compelling instincts and emotions, and how we can acknowledge and better manage them so as to develop international and societal peace more effectively.

A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.

There have been extraordinary developments in the field of neuroscience in recent years, sparking a number of discussions within the legal field. This book studies the various interactions between neuroscience and the world of law, and explores how neuroscientific findings could affect some fundamental legal categories and how the law should be implemented in such cases. The book is divided into three main parts. Starting with a general overview of the convergence of neuroscience and law, the first part outlines the importance of their continuous interaction, the challenges that neuroscience poses for the concepts of free will and responsibility, and the peculiar characteristics of a “new” cognitive liberty. In turn, the second part addresses the phenomenon of cognitive and moral enhancement, as well as the uses of neurotechnology and their impacts on health, self-determination and the concept of being human. The third and last part investigates the use of neuroscientific findings in both criminal and civil cases, and seeks to determine whether they can provide valuable evidence and facilitate the assessment of personal responsibility, helping to resolve cases. The book is the result of an interdisciplinary dialogue involving jurists, philosophers, neuroscientists, forensic medicine specialists, and scholars in the humanities; further, it is intended for a broad readership interested in understanding the impacts of scientific and technological developments on people’s lives and on our social systems.

Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.

The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.