War Waged with Kisses

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:

1. How does a negotiator prepare and set the agenda for a successful negotiation?
2. What are the five techniques for putting people at ease during a negotiation?
3. Do cultural and gender differences play a part in negotiation?
4. What is the importance of listening, reframing, paraphrasing, and summarizing?
5. What are the four most obvious body postures in a negotiation?
6. What are the roles of cooperation, competition, and posturing in a negotiation?
7. How does a negotiator handle difficult or stubborn participants?
8. What is the difference between “chess players” and “poker players” in negotiation?
9. What is the Zone of Possible Agreement (ZOPA), and how does one get there?
10. 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.