Creative Conflict: A Practical Guide for Business Negotiators

Description

In today's volatile, disruptive, ultra-competitive business environment, Bill Sanders and Frank Mobus provide a new, useful, simple framework based on the popular Mobus negotiation training course used by more than half of the Fortune 500 including IBM, General Motors, Ford AT&T and many others. A new approach to negotiation that doesn't tiptoe around conflict and tension, but acknowledges and uses them. A much-needed playbook for negotiating in a fast-changing and complex world. A useful, simple framework based on three basic but distinct contexts for negotiating: Bargaining, Deal Making, Relationship Building. Instructive, current stories. Engaging use of dialogue to illustrate negotiation dynamics and techniques. Compact and well-written. Audience: Broad audience of executives, managers, emerging leaders, and aspiring professionals who want to enhance their personal effectiveness by sharpening their negotiating knowledge and skill.

Bill Sanders is CEO of Mobus Creative Negotiating, a firm providing public seminars, private in-house corporate training, coaching, and consulting to Fortune 500 companies. Prior to Mobus, Sanders played a central role at Karrass, the twentieth-century gold standard for negotiation training. He received his doctorate in physical chemistry from the Pennsylvania State University. Frank Mobus was founder of Mobus Creative Negotiating. Long recognized as one of the world's top authorities on business negotiating, he spearheaded the training seminar program at Karrass before founding his own firm, where he created the most advanced negotiating programs in the field. Mobus graduated from the University of California, Irvine, and earned his master's degree from New York University. You can find more about the authors at: Bill Sanders: linkedin.com/in/wrsanders Frank Mobus: mobusinc.com/frank-mobus-and-the-mobus-creative-negotiating

Advance Praise for Creative Conflict: "Creative Conflict takes us down a negotiation road less traveled. Whether you're just starting out in business or an experienced executive, applying this practical guide can transform your negotiation results and provide your business a significant competitive advantage." - Howard Levy, Vice President, Global Sourcing, Zimmer Biomet "Creative Conflict takes on the challenge of making a deal where no deal exists. Bill Sanders and Frank Mobus successfully move the immovable negotiation by developing a multidiscipline, multidimensional approach and providing tools and examples to the reader that can create success almost immediately." - Paul Koch, Vice President of Estimating, Skanska USA "During thirty-five years in the coaching profession at all levels of football competition, I gradually learned how valuable it was to build trusting relationships through effective and sincere negotiating practices. I wish I'd had Creative Conflict early in my career. Great book!" - Dick Vermeil, NFL Coach of the Year (1999) "Creative Conflict explains the evolution and the psychology of negotiation in a way that will empower you with the skills to reach better outcomes. This is the best single book I have read on the topic. A must-read." - Ron Fleisher, coach, Vistage "Sanders and Mobus highlight important and useful concepts for deploying negotiation strategies. Our North American sales team completed the Creative Negotiation seminar, and it was very impactful to our business success." - John Kowal, President, Varian Medical Systems, Americas "Creative Conflict will refocus your thinking from negotiating better to negotiating smarter. An important addition to the negotiation literature." - Ed Brodow, author, Negotiation Bootcamp