By Yann Duzert & Frank V. Zerunyan

Newgotiation for Public Administration Professionals conveys practical tools for students, executives, public and private administrators, managers and professionals to improve performance and relationships in this highly competitive and global marketplace. While the book is oriented towards Public Administration Professionals, the principles taught inside can apply almost anywhere.

As you’ll soon discover, authors Yann Duzert, Ph.D. and Frank Zerunyan, J.D. have coined the term “newgotiation” to describe their methodological approach to negotiation. The groundbreaking Newgotiation process involves reframing negotiation practices around the principles of collaboration, building relationships, and gaining (and maintaining) trust—which provides the parties with a new, more effective way to negotiate.

Inside the book, you’ll learn all about the 4-10-10 Newgotiation technique. This innovative approach to negotiation teaches practitioners the skills to apply four simple steps to ten elements and ten indicators for implementation and evaluation. With this approach, the authors of this book have created a common negotiation process that can be used by anyone.

The 4-10-10 Newgotiation technique was developed to be a unified dialect, helping both practitioners and organizations speak the same language. Each party to the Newgotiation process is encouraged to engage in moments of reflection alternating with moments of action, which is designed to end in a win/win for both parties. Newgotiation methodology is all about identifying the frame of the negotiation, potential problems, crafting solutions, and structuring value creation and value distribution based on organizational priorities.

The Newgotiation technique is designed to improve: 

• The Probability to close a better deal
• The Value of a deal by inventing
• The Productivity of a deal through collaboration

With the knowledge gained in this book, you’ll be in a better position to have more successful negotiation outcomes. The invaluable 4-10-10 Newgotiation technique will quickly have you negotiating your way to better deals, with many other benefits along the way.

FRANK V. ZERUNYAN, J.D. LL.D. (hc)

Frank Vram Zerunyan is a Professor of the Practice of Governance at the University of Southern California Sol Price School of Public Policy and Director of Executive Education. Frank lectures locally and globally to build capacity and foster leadership among public executives worldwide. Frank has more than 30 years of comprehensive and multi-sectorial experience as a professor, lawyer, judge pro tem, author, consultant, director, board member, state regulator, city council member and mayor.

YANN DUZERT, Ph.D.

Yann Duzert is a professor at Rennes School of Business and visiting professor at various universities across the globe. Yann earned his Ph.D. from École Normale Supérieure in Paris, France. He completed his post-doctoral fellowship at MIT and Harvard University Law School in the public disputes program. Yann has authored or co-authored more than 18 books published in several languages. He is considered among the top 100 speakers in Brazil to teach and coach the topic of negotiation.

 Paperback, July 2019, 142 Pages