War Waged with Kisses explores all aspects of negotiation and mediation—from etiquette, ethics, and aesthetics to agenda setting, problem solving, and resolving disputes of all kinds. The book provides tried-and-true techniques as well as case studies, analogies, and checklists. It answers the following questions:
• How does a negotiator prepare and set the agenda for a successful negotiation?
• What are the five techniques for putting people at ease during a negotiation?
• Do cultural and gender differences play a part in negotiation?
• What is the importance of listening, reframing, paraphrasing, and summarizing?
• What are the four most obvious body postures in a negotiation?
• What are the roles of cooperation, competition, and posturing in a negotiation?
• How does a negotiator handle difficult or stubborn participants?
• What is the difference between "chess players" and "poker players" in negotiation?
• What is the Zone of Possible Agreement (ZOPA), and how does one get there?
• What are the seven qualities of a successful mediator?
Charles Parselle practiced law extensively in England and the United States, served as a mediator, arbitrator and judge, and taught negotiation and mediation for many years in California. He studied law at Oxford University, where he earned a degree in Jurisprudence. He was born in southern Africa, educated in England and Australia, and lives in Los Angeles, California.
