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Sustainable Negotiation
Book

Sustainable Negotiation

What Physics Can Teach Us About International Negotiation

Eliane Karsaklian
Emerald Publishing Limited, 2017

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Editorial Rating

8

Qualities

  • Innovative
  • Engaging
  • Insider's Take

Recommendation

International negotiation expert Eliane Karsaklian makes a strong case for the similarities between quantum physics and negotiation. She draws parallels between the shifts in perspective that quantum physics demands and the shifts in perspective that the cultural differences of international negotiation require. For an overview that applies one complex subject to another, this manual is remarkably easy to read. Karsaklian moves easily between examples drawn from physics on the one hand and negotiation principles and practices on the other. She provides end-chapter summaries and exercises that readers can carry out to apply her concepts.

Take-Aways

  • Quantum physics can provide useful insights into the art of negotiation, especially international negotiation.
  • “Sustainable negotiation” requires a shift in perspective, just as the emergence of quantum physics demanded a shift in perspective.
  • In negotiation, the challenge isn’t determining who is right; it’s how to integrate two valid perspectives.

About the Author

Eliane Karsaklian is director of a trilingual master program in International Negotiation at Sorbonne University. She also founded Ubi & Orbi, which consults with companies about their international activities.

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