Praise for Beyond Dealmaking

"Every potential rainmaker and savvy competitor needs Melanie Billings-Yun's GRASP method for negotiation. You'll never have to search for leads again. I highly recommend this book."
--Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and How to Be a Fierce Competitor

"Stepping back from the details of the deal, Beyond Dealmaking focuses on the bigger picture--engaging people to work together in an authentic way to resolve issues. Dr. Billings-Yun's accessible approach offers negotiators more than merely how to 'get to yes' but, more importantly, how to stay there."
--Carol Frohlinger, coauthor, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, and co-founder of Negotiating Women, Inc.

"The concepts advocated in Beyond Dealmaking are spot on, particularly for global negotiations and joint ventures such as ones I routinely dealt with in mergers and acquisitions. Attention to productive relationships is one element that consistently crosses cultures and geographies. Dr. Billings-Yun captures the essence of a complicated topic concisely, with concrete examples that bring it to life and a conversational tone that makes it a leisurely read."
--Jacqui Winship, director, Corporate Strategy and Business Development, Whirlpool Corporation

"Melanie Billings-Yun has produced an innovative, refreshing approach to negotiation based on her years of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship, not as merely a free-standing transaction. Beyond Dealmaking takes us beyond 'yes' to build the sort of trust that ensures success."
--Stephen Bosworth, dean, The Fletcher School of Law and Diplomacy, Tufts University

"Finally, a clear-eyed how-to book that understands that negotiation is not just about terms, but about people. Beyond Dealmaking shows us how to make lasting agreements based on understanding, fairness, and respect. Filled with fascinating stories of negotiations of every type, this is a book that everyone can learn from to improve their work and their lives--and maybe even ease the burden on our overloaded courts."
--Betty Roberts, arbitrator, mediator, and former Oregon Supreme Court Justice

"I am delighted to see a considered and sustainable approach to negotiation that understands that actions, words, and fairness have an impact that continues far beyond the signing of a deal."
--Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics

2017 marks the silver anniversary of the Research in Organizational Change and Development series, founded in 1987 by Dick Woodman and Bill Pasmore, and currently edited by Rami Shani and Debra Noumair. This volume includes contributions from authors who have published in the first few volumes, contributions that examine the impact of the research published in the series on OD&C research, theoretical developments and practice. Highlights include contributions from Bill Pasmore and Dick Woodman as well as David Coghlan that focus on the essence and impact of the research reported in the last 24 volumes and possible research trajectories; Philip Mirvis and Mitchell Marks- the second recipients of the Pasmore-Woodman award (AOM 2016) on the highs and lows of co-researching; David Cooperrider on the evolution of Appreciative Inquiry since the foundation manuscript was published in ROCD Volume 1 (1987); Todd Jick & Kinthi Sturtevant who take stock of 30 years of change management, asking questions of and about its future and; Marvin Weisbord's reflection on forty years of being a scholarly-practitioner in the field.

This edited collection collates the most up-to-date and important research within the area of operations and logistics management. Boasting the combined expertise of one of the largest logistics and operations management academic teams in Europe, it provides both depth and diversity in a balanced portfolio. The first two sections are concerned with key contemporary issues in the subject area, providing a current and up-to-date overview of the field. Section three presents a selection of important cross-cutting themes that impinge upon and inform teaching, research and practice, while the final section includes a celebration of research highlights and showcases cutting-edge applications from leaders in the field. Invaluable to students, researchers and academics alike, this book is compulsory reading for those active within operations and logistics research.

This open access book discusses the challenges and opportunities faced by companies in an age that increasingly values sustainability and demands corporate responsibility. Beginning with the historical development of corporate responsibility, this book moves from academic theory to practical application. It points to ways in which companies can successfully manage their transition to a more responsible, sustainable way of doing business, common mistakes to avoid and how the UN Sustainable Development Goals are integral to any sustainability transformation. Practical cases illustrate key points. Drawing on thirty years of sustainability research and extensive corporate experience, the author provides tools such as a Step-by-Step strategic guide on integrating sustainability in collaboration with stakeholders including employees, customers, suppliers and investors. The book is particularly relevant for SMEs and companies operating in emerging markets. From a broader perspective, the value of externalities, full cost pricing, alternative economic theories and circular economy are also addressed.

The tools and ideas to help you lead with confidence and achieve better results through your team. This book provides all the tools and skills to help you be more effective in leading your team and achieving higher levels of performance. It focuses on three key elements: you as the leader, the principles of team working and team building, and getting individuals to contribute and perform. As well as identifying obstacles and pitfalls, it assists you in improving your skills and coaches you to work out what you could be doing better.

Three authors with decades of experience have teamed up to provide an up-to-date, state-of-the art field guide to the emerging movement of regional currencies. People Money describes a global movement of people creating their own currencies to support regional business and strengthen their communities. These currencies operate legally alongside Bank Money and Government Money, giving people new choices in an age of transition from outworn financial structures to an era of sustainable abundance. Part One explains the characteristics and purpose of the various models of commercial- and community-oriented currencies, the administration and governance of the currencies, how to cooperate with other financial institutions, clearing systems and the issue of taxation. Part Two focuses on the 'how to' of developing a regional currency, outlining the key principles and design processes, and the benefits that have accrued as a result of their implementation. Finally, the book profiles and interviews some of the leading organisers of regional currencies around the world, explaining their driving passion and the nuances of each of the models - how the currency started, how it developed, the difficulties encountered on the journey, and how these were overcome. The currencies profiles include: Brixton Pound in London; The Business Exchange in Scotland; Blaengarw Time Centre in South Wales; Community Exchange System in South Africa; Chiemgauer in Germany; BerkShares, Equal Dollars, Ithaca HOURS and Dane County Time Bank in the USA; and many others.

With changing business needs and increased levels of consumer awareness concerning social and ecological issues, organisations need to realign their profitability strategies in order to demonstrate their engagement with sustainable practices. Sustainability Marketing: New directions and practices explores how an increase in customer's desire for sustainable products can form a key part of new marketing strategies. The authors shed new light on strategies that capture the benefits of sustainability from an ecological, social and profitability standpoint in business, while explaining the strategic intent required for building marketing strategies that will provide a competitive advantage. The book harnesses the Triple Bottom Line concept by highlighting the significance of developing, refining, and implementing marketing strategies with a key focus on sustainability, in order to leave a positive impact upon the planet and people. Sustainability Marketing provides solutions to scholars, marketers and decision makers aiming to gain an advantage in businesses where sustainability is increasingly prioritised.

This publication examines tourism in Asia and the Pacific, the impacts on it of the coronavirus disease (COVID-19) pandemic, and how it might be reset to contribute more effectively to the Sustainable Development Goals. The report highlights six pathways for promoting systemic change in the sector: a value-driven approach, decarbonization, tourism-led regeneration, improved governance, and sustainable finance. It provides concrete recommendations on how policymakers and industry stakeholders can leverage tourism to foster sustainable development and a green recovery in Asia and the Pacific.

Conscious investors are part of a growing movement who believe they can do better things with their money when they deeply connect with their money and when they allow themselves to see the big picture: namely, the wider systemic impact that their investment decisions entail. Humanity's current social and environmental challenges require us to dramatically rethink global growth for long-term prosperity and to transform capital markets into a force for good. This will need a fundamental shift towards a regenerative economy as well as a regenerative form of investing. Consciously reflecting and consciously acting upon one's own personal- and financial choices will definitely be part of the solution. Conscious investors are profoundly connected to their mission in life, to humanity and to all the planet. To them investing is an extension of their life's calling and they are aware that everything is not only connected, but also co-evolves in the web-of-life. Conscious investing enlarges the picture beyond the intention to create a positive social and environmental impact, next to achieving a financial return, and brings a systemic view to the investor. It is both a state of awareness as well as a holistic form of impactful investing. This book aims to share approaches to conscious investing that are valid for everyone: a normal person with a family to take care of, as well as dedicated impact investing enthusiasts. Throughout, you will find personal investment stories that have created tangible real-life outcomes and positive impact in multiple ways. Conscious investors represent a new, enlightened group of investors who are not only value-driven but who proactively point their money towards the future they want for themselves, their children and their planet.

Alesia Montgomery's Greening the Black Urban Regime: The Culture and Commerce of Sustainability in Detroit tells the story of the struggle to shape green redevelopment in Detroit. Cultural workers, envisioning a green city crafted by direct democracy, had begun to draw idealistic young newcomers to Detroit's street art and gardens. Then a billionaire developer and private foundations hired international consultants to redesign downtown and to devise a city plan. Using the justice-speak of cultural workers, these consultants did innovative outreach, but they did not enable democratic deliberation. The Detroit Future City plan won awards, and the new green venues in the gentrified downtown have gotten good press. However, low-income black Detroiters have little ability to shape "greening" as uneven development unfolds and poverty persists. Based on years of fieldwork, Montgomery takes us into the city council chambers, nonprofit offices, gardens, churches, cafes, street parties, and public protests where the future of Detroit was imagined, debated, and dictated. She begins by using statistical data and oral histories to trace the impacts of capital flight, and then she draws on interviews and observations to show how these impacts influence city planning. Hostility between blacks and whites shape the main narrative, yet indigenous, Asian, Arab, and Latinx peoples in Detroit add to the conflict. Montgomery compares Detroit to other historical black urban regimes (HBURs)-U.S. cities that elected their first black mayors soon after the 1960s civil rights movement. Critiques of ecological urbanism in HBURs typically focus on gentrification. In contrast, Montgomery identifies the danger as minoritization: the imposition of "beneficent" governance across gentrified and non-gentrified neighborhoods that treats the black urban poor as children of nature who lack the (mental, material) capacities to decide their future. Scholars and students in the social sciences, as well as general readers with social and environmental justice concerns, will find great value in this research.

Firms adopt a wide variety of ecological strategies, ranging from the development of innovative products with reduced environmental impact to lobbying against governmental attempts to set standards for the way in which firms deal with the natural environment. This book explores this variety and is the first to provide a coherent evolutionary approach to the ecological strategies of firms. Drawing on insights from organization and management sciences and innovation studies, the author outlines an evolutionary framework enabling a deeper understanding of how firms shape ecological strategies and interact to create inertia or change at the level of systems of production and consumption. This framework is applied to the coffee and automobile production and consumption systems, yielding insight into the complex dynamics through which such systems evolve in dealing with ecological impact. The book advances theoretical insight into business strategies and the natural environment and illuminates the dynamics of production and consumption systems. Scholars, students and practitioners from organization and management sciences, innovation studies and industrial ecology interested in the relationship between business and the natural environment will find this book invaluable.

Research shows that CSR improves long-term business performance and that consumers prefer to patronise organizations with strong histories of social responsibility. Customers and employees are speaking with their values as well as their wallets! But consumers especially are sensitive to empty promises and want brands to be committed to the planet, sustainability and other social issues. This book argues that trust is at stake for every organization and is the reason why communications strategies must respond authentically. If you can't be authentic about social initiatives, then don't do it because CSR is not a publicity tool! Yet some see the relationship as nothing but a marketing trick - an organization's blatant self-promotion. This book will define the real role of PR in CSR and what that relationship should be.

It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area. --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Known throughout history as one of the greatest works of military strategy, the Long River Press edition of The Art of War situates Sun Tzu's classic text as one of the greatest works of the Chinese philosophical canon. Rather than adapting Sun Tzu's writings for contemporary genres, this edition faithfully captures the essence of the original text, which continues to make a lasting impact on the world more than 2,500 years after its creation.

The book that bridges the chasm between communication and understanding in negotiations

For years Peter Nixon worked with people from all walks of life, teaching them the art of negotiation. But it soon became apparent that the issue was not negotiation itself, but dialogue between parties. We have become experts at sending information--via email, text message, Internet, TV, and other forms of media, communicating, but not engaging, in an active dialogue defined by collaborative thinking.

In "Dialogue Gap," Nixon explores this growing disconnect and its significance in an increasingly globalized world where the ability to engage with others--in order to address issues like climate change, cultural differences, etc.--has become essential.Helps the reader differentiate communication and dialogueExplores the make-up and causes of the "Dialogue Gap" and what constitutes "good" dialogue (the right people talking about the right issues in the right way at the right time and in the right place)Identifies the most common reasons people don't dialogue effectively and provides helpful tips on how to engage in more effective, productive dialogues

Effective dialogue is essential for general success, ensuring that all key stakeholders--in business, politics, or elsewhere--get what they want in the most efficient and productive way possible. Looking at successful and failed dialogues the author has experienced first-hand in Asia, Europe, North America, the Caribbean, and the Middle East in both the public and private sector from across industries, "Dialogue Gap" provides essential information for making the most of your interactions with others.

Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.

Sustainable Operations and Supply Chain Management addresses the most relevant topics of operations and supply chain management from the perspective of sustainability. The main focus is to provide a step by step guide for managerial decisions made along the product life-cycle, following a path made up of the following steps: product design, sourcing, manufacturing, packaging and physical distribution, reverses logistics and recovery.

Build trust-and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your confidence, resilience-and results. But it's not just numbers and strategies. Advocating for yourself, your team, and your business can feel personal, so you also need to manage the emotions that arise during the process. Next-Level Negotiating provides the research, advice, and practical tips you need to counter the harmful stereotypes about women and negotiation to communicate clearly who you are and what you need. Establish trust with your counterpart and face negotiations of any size with curiosity, creativity, and a collaborative mindset-all the essentials to successfully seal a deal. This book will inspire you to: Set a clear target-and imagine alternatives Consider your counterpart's context and perspective Manage the emotions in the room Strike a deal that works for you The HBR Women at Work Series spotlights the real challenges and opportunities women experience throughout their careers. With interviews from the popular podcast of the same name and related articles, stories, and research, these books provide inspiration and advice for taking on topics at work like inequity, advancement, and building community. Featuring detailed discussion guides, this series will help you spark important conversations about where we're at and how to move forward.

In contrast to the linear "take-make-dispose" model of resource consumption, a new industrial model is proposed in the form of a circular economy. This model aims to optimize the use of resources and to reduce or eliminate waste, and is based on re-use, repair, ecodesign, industrial ecology, sustainable supply and responsible consumption. Industrial ecology and short supply chains can contribute particularly on a territorial scale to the emergence of a real sustainable development. This book develops these concepts and presents experiments that are taking place in France and other countries, in addition to an integrated model which details the mechanisms through which industrial ecology and short supply chains can generate economic, social and environmental profits. The possible issues and obstacles facing these new practices are also analyzed, in order to develop the outline of an adapted management and governance which will enable them to be fully realized.

Responsible Innovation. For some, this expression is only an oxymoron or, worse, a means of masking with a sheet of virtue economic practices that would otherwise appear selfish and self-interested. For others, theorists and actors of innovation, this expression represents a formidable lever of action and a rich conceptual source from which to draw new ways of innovating. The articulation between different levels of norms - economic and ethical, to which we can add the legal dimension - is not new, and is the subject of an in-depth reflection, decades old, around the idea of Corporate Social Responsibility (CSR). By taking up some debates on CSR, most of which are foreign to the current authors of responsible innovation, this book examines the various justifications that CSR brings in order to convince economic players, subject to powerful market forces, of their responsible commitment. But these are not enough. The book also explores the specific contribution of the concept of responsible innovation to coping with the technological, social and political breakthroughs generated by innovation, and is based on philosophical resources such as the ethics of virtue and the ethics of "care".