The First Move (PDF)

"Time management is essential for successful negotiations. This
book helps you do first things first."

--Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of
Dispute Resolution and Organizations, Kellogg School of Management,
and Director of the Dispute Resolution Research Center

"This book brings a breakthrough method to lead efficient
negotiations."

--Yann Duzert, Professor, Foundation Getulio Vargas,
Brazil

"Even if you only implement 5% of this method, your clients will
find you more attentive to their needs."

--John Wong, Senior Partner, The Boston Consulting Group,
Hong Kong Office

"A one-of-a-kind and most welcome companion for negotiators. It
offers a learner-friendly distillation of tested ideas and good
practices."

--Pierre Debaty, Head of the Brussels Training Office,
European Parliament

"Drawing on their extensive experience in over 50 countries, the
authors provide the best of Anglo-Saxon and continental Europe
negotiation approaches."

--AJR Groom, University of Kent at Canterbury

"Whether you negotiate abroad or in your home country, this book
is a must."

--Tetsushi Okumura, Professor, Nagoya City University,
Graduate School of Economics

"Many former enemies started thinking and acting differently
after having integrated the principles of this book."

--Howard Wolpe, Special Advisor to the Africa Great Lakes
region, former Member of US Congress

"This negotiation method makes a difference for business and
government leaders, who want to act more responsibly."

--Theo Panayotou, Professor, Cyprus International Institute
for Management & Harvard Kennedy School of Government