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The Transformative Negotiator


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Table of Contents

Connection1. Really Listen2. Say It Clearly, without Charge 3. Check Assumptions and Expectations4. Do It in Person5. Know Thyself-and Much More6. Consider Language and Cultural Differences 7. Observe the Gender Gap and Adjust8. Create Optimal Conditions9. Set Realistic Goals10. Uncover Needs11. Ask Why You Are Negotiating12. Replace Frames13. Validate Opposing Views 14. Check Your Perspective15. Adjust Your Posture16. Find Your Anchors17. Set Deadlines18. Build Trust19. Trust Your Gut20. Apply Leverage21. Be Aware of Power Imbalances22. Practice Humility23. Manage Anger24. Be Patient25. Influence by Educating 26. Persevere27. Leave the Past Behind28. Embrace the Present; Move into the FutureTransformationBibliography and Suggested Reading

Promotional Information

$1000 marketing and publicity budgetNational radio and TV interviewsFeatures in law magazinesAdvertising in . . . (list publications)Promotion targeting business, spiritual, negotiation and law publicationsPromotion on the author's website: www.transformativenegotiator.comPublicity and promotion in conjunction with the author's speaking engagements

About the Author

Michele 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. Michele 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.


"The skills covered in this precise volume will "transform" both negotiated outcomes and the participants themselves. Accomplished negotiator and attorney Michele 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

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