“As social trend comes to a new climax, people show great interest in how to solve conflicts in the private area… How do we resolve disagreements in marriage or family and find common ground on these sometimes minefield-like matters? Stéphanie Demoulin, the professor of social psychology at UCLouvain in Belgium, answered this question.” -Le Monde

“As Stéphanie Demoulin has mentioned, negotiation is always considered as competition where interest of one side is actually regarded as loss by the other side. The problem in these concepts lies in that they only partially demonstrate the stake behind the negotiation.” -L’ Écho

“There are two main negotiations in theoretical literature: competition-oriented distributive negotiation or positional negotiation and cooperation-oriented integrative negotiation or rational negotiation. As Stéphanie Demoulin, the psychologist at UCLouvain in Belgium pointed out, both of these are school cases. In fact, nearly all of the negotiations are between two extremes of absolute competition and cooperation.” -Le Vif

“Stéphanie Demoulin explored and explained these key questions: distributive and integrative negotiation, strategies and tactics, motivation and interest, emotion and conflict management, competition and cooperation… In view of its completeness, this book is sure to be an indispensable reference book for any excellent library interested in this exciting subject.” -Le Blog de Marc Traverson

★A best-seller and long-seller in Belgium and France! Five-star rating book on
Amazon France!
★It is still ranked No.9 in the Bestseller of Psychological Reference Books, No. 10 in the Bestseller of Communication Psychology Books and No.11 in the Bestseller of Interpersonal Relationship Books on Amazon France! (according to the data of December 31st, 2019)
★Recommended by twenty-one French media reports!
★The reference book of UCLouvain! (UCLouvain is a prestigious university of Belgium, one of the top ten universities in Europe, one of Top 50 universities in the world, one of the oldest and most respected universities in Europe and also a world-class research university of great reputation.)

Day-to-day negotiation
Far from limiting herself to pure strategic negotiation, the author discusses here the most common forms of negotiation that we experience on a daily basis. Pr. Demoulin starts from the idea that negotiating is not just about asking for a pay raise, selling an asset or getting a good deal. She states that we negotiate every day, in every context of our lives.

The mechanisms behing negotiation
Based on experiments conducted in social psychology, Stéphanie Demoulin explains the psychological mechanisms occuring during a negotiation. The idea is not to provide tricks and tips about conducting a negociation (as found in so many other books), but to understand what is at stake when we negotiate. Afterwards, based on these elements, she defines tips for mastering the art of negotiation.
Misconceptions!

Throughout the book, Stéphanie Demoulin also deconstructs many misconceptions. Do women really negotiate less well than men? Is it necessary to play the "Face" card to get what one wants? Is power so important ?

Stéphanie Demoulin is Professor of Social Psychology at UCLouvain in Belgium. Her research and teaching focus on two areas: intergroup relations (stereotypes, prejudices, discrimination) and the highlighting of psychological phenomena in negotiation processes.

I. What do you need to negotiate?
1. The key points of any negotiation
2. Mutual influences
3. Benchmarks
4. Anchoring and adjustment
5. Concessions
6. From competition to cooperation
II. When should you negotiate?
1. Interdependence and divergence of interests
2. Motivations
3. Satisfaction
III. How can you negotiate efficiently?
1. Information
2. Strategies and tactics
3. Emotions
IV. Special cases
1. Gender
2. Representative bargaining
3. Coalitions