Table of Contents

Acknowledgments vii

The Authors ix

Foreword xi

Introduction: What Comes to Mind When You Think of Negotiation? xv

PART I Quantum Negotiation Practice 1

Chapter 1 The WHO & WHY of Quantum Negotiation 3

Chapter 2 The WHAT & WHAT IF of Quantum Negotiation 31

Chapter 3 The HOW of Quantum Negotiation 49

PART II Quantum Negotiation Tools 77 PART III Quantum Negotiation Mindset 91

Chapter 4 Independence Is a Powerful Illusion 93

Chapter 5 What You See Is Not What You Get 111

Chapter 6 Leading Is Not about the Leader 137

Conclusion 147

QN References and Further Reading 151

Index 157

About the Author

KAREN S. WALCH is a partner of Clair-Buoyant Leadership, LLC and Emeritus faculty at Thunderbird school of Global Management. She is an expert in global negotiation, leadership, and social interactions. STEPHAN M. MARDYKS is a world-renowned expert in the field of Global Learning and Development, Founder of Wisdom Destinations, co-CEO of SMCOV, and a Managing Partner at ThomasLeland. JOERG SCHMITZ is Managing Partner at ThomasLeland. As a business an-thropologist, he specializes in culture and interaction dynamics in complex organizational environments.