The Great Library of Negotiation
A negotiation encyclopedia, in 360 techniques.
The largest negotiation library in the French language: 360 techniques drawn from Harvard to the FBI, from procurement to diplomacy. Each one decoded, rated on six criteria, and traced back to the school it came from.
Built by Alexandre Baumberger, negotiation professor at KEDGE Business School.
What it is
Most negotiation content is either a short list of tricks or an academic treatise. This library sits in between: every technique gets its own entry, written to be used.
Each entry states where the technique comes from (Harvard, the FBI, game theory, procurement, diplomacy, Asian or Middle Eastern practice), how it works, when it is appropriate, what it costs, and where it stops being legitimate. Nothing is presented as a magic trick.
How it is organised
The techniques are grouped into 27 families (time pressure, psychological influence, structural negotiation, emotional intelligence, and more).
Each technique is traced to the tradition it comes from, so you know whose thinking you are borrowing.
Describe your situation (« my client says it is too expensive ») and the library points to the relevant techniques.
Every technique is situated on six criteria, with its level of evidence, so you can compare rather than guess.
A note on language
The 360 technique entries are currently written in French. We would rather say so than hand you a translated menu leading to pages you cannot read.
The fundamentals of negotiation (distributive and integrative, the Harvard method, BATNA and ZOPA, cognitive biases, power, ethics, styles, preparation) are available in English and are the best place to start.