The Transformative Negotiator: Revised & Updated
Changing the Way We Come to Agreement
Second Edition
Michele Huff, JD
Changing the Way We Come to Agreement
Second Edition
Michele Huff, JD
Changing the Way We Come to Agreement
Second Edition
Michele Huff, JD
Description
In this updated Second Edition of The Transformative Negotiator, Michèle Huff explores how to change the way people come to agreement—from the inside out. Becoming a transformative negotiator requires moving from a self-oriented, transactional focus to a no-self-oriented, spiritual one. Practicing transformative negotiation still requires us to expose gaps in language, culture, knowledge, race, gender, and anything else that can be a barrier to success, but embraces empathy and compassion as critical elements. ingredients.
The author looks at how to develop compassion in the real world, where oppositional thinking (us vs. them, in-group vs. out-group) all too often permeates negotiations and interactions in general. This new edition includes three new chapters at the end of the book that explore ways to cultivate compassion for people who may look different, speak differently, act differently, and/or hold different views from us. The author's goal is to help you bring present-moment, non-judgmental awareness to the root causes of extremism; counter that extremist energy with compassion; and learn how to recognize and connect with others as human beings.
BOOK DETAILS
Publisher: Unhooked Books
Publication date: April 1, 2025
Binding: Paperback
ISBN (print): 9781950057443
ISBN (e-book): 9781950057450
Author: Michèle Huff, JD
The Author
Michèle 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.
Michèle 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.
Table of Contents
17. Keep Deadlines at Bay
18. Build Trust
19. Trust Your Gut
20. Apply Leverage
21. Address Power Imbalances
22. Practice Humility
23. Manage Anger
24. Be Patient
25. Influence by Educating
26. Persevere
27. Leave the Past Behind
28. Embrace the Present; Move into the Future
29. Transformation
30. Taking and Giving Perspective
31. Moral Reframing
32. Practice Humanizing
1. Really Listen
2. Say It Clearly, without Charge
3. Check Assumptions and Expectations
4. Know Thyself—and Much More
5. Ask Why You Are Negotiating
6. Create Optimal Conditions
7. Do It in Person
8. Consider Language and Culture
9. Observe the Gender Gap
10. Set Realistic Goals
11. Uncover Needs
12. Construct and Reconstruct Frames
13. Validate Opposing Views
14. Check Your Perspective
15. Adjust Your Posture
16. Find Your Anchors
Praise for the Transformative Negotiator
“The skills covered in this precise volume will “transform” both negotiated outcomes and the participants themselves. Accomplished negotiator and attorney Michèle 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.”
CEO Santa Fe Business Incubator, former Board Chair National Business Incubation Association
“The Transformative Negotiator is a beautifully written meditation on the art of human interaction. Huff writes from the heart, not just the head. The book is easy to read, with practical advice and an engaging wide range of stories about how to come to agreement.”
bestselling author of Writing Down the Bones, Wild Mind, and The True Secret of Writing
“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.”
Speaker, Silicon Valley Startup Advisor, Technology Evangelist and author of the blog www.miko.com
“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.”
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