Newgotiation: new book offers techniques to help companies succeed in business
Administration
12 June 2018

Newgotiation: new book offers techniques to help companies succeed in business

According to FGV professor Yann Duzert , negotiation expert, there is clearly a lack of training as well as a shortage and obsolescence of conflict management techniques during negotiations.

Negotiating is an art. When negotiating, we must always keep the end goal in mind. Based on this premise, FGV professor Yann Duzert and writer Monica Simionato have recently launched the book titled “Newgociação: a neurociência das negociações” [Newgotiation: the neuroscience of negotiations]. Building upon specific premises and a careful analysis of thousands of processes, the authors propose a new, more beneficial type of negotiation, based on extensive knowledge of the psychophysiological operation of ourselves and others (interest, alternatives, options, commitment, patterns and relationships).

“Readers will have access to a modern negotiation technique. In Latin, negotiation means denying idleness; and if we spend 80% of our lives negotiating, then we are always denying idleness. But there is a better way of looking at this: the new idleness, the pleasure to negotiate, in other words”, said Yann Duzert.

According to the negotiation expert, there is clearly a lack of training as well as a shortage and obsolescence of conflict management techniques during negotiations. With the book, Duzert aims to fill these gaps through techniques developed based on groundbreaking findings in cognitive science.

“For most professionals, learning to negotiate empirically and intuitively is extremely complex. In general, it takes too much time, money and energy with very little result. Therefore, it is important to develop new methodologies that address these issues”, he said.

The author also states that companies that adopt the new way of negotiating improve customer service and relationships, in addition to becoming more profitable and competitive. According to Duzert, the method, applied with ethics and moral elegance, allows readers to wrap up negotiations with benefits to all parties involved.

“The methodology applies to the business environment and everyday situations. After all, the old win-or-lose coercive way of negotiating is like shooting with an analog camera in digital times: those who lack this new technique and mindset will no longer be competitive in international negotiations”, he said.

Yann Duzert is a leading expert in global trade. He holds a PhD in Risk Information and Decision Management from École Normale Supérieure in Paris and a Postdoc degree from Harvard University, in addition to writing countless bestsellers on the subject. He is a professor at FGV’s Rio de Janeiro Law School (Direito Rio) and FGV’s Executive Education courses. Monica Simionato develops leadership emotional programs for international companies in Europe and the Americas, such as Danone, Nike, Nidera and Bayer. An anthropologist, she holds a Master’s degree in Journalism (University of Strasbourg – France) and teaches in Italy, France, USA, Sweden and Brazil, where she is part of the faculty of the graduate program (GVlaw) of FGV’s Sao Paulo Law School (Direito SP).

Go to the website for more information on the book.