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In this updated Second Edition of
The Transformative Negotiator, Michèle Huff explores how to change the way people come to agreement
—from the inside out. Becoming a transformative negotiator requires moving from a self-oriented, transactional focus to a no-self-oriented, spiritual one. Practicing transformative negotiation still requires us to expose gaps in language, culture, knowledge, race, gender, and anything else that can be a barrier to success, but embraces empathy and compassion as critical elements. ingredients.
The author looks at how to develop compassion in the real world, where oppositional thinking (us vs. them, in-group vs. out-group) all too often permeates negotiations and interactions in general. This new edition includes three new chapters at the end of the book that explore ways to cultivate compassion for people who may look different, speak differently, act differently, and/or hold different views from us. The author's goal is to help you bring present-moment, non-judgmental awareness to the root causes of extremism; counter that extremist energy with compassion; and learn how to recognize and connect with others as human beings.
About the author
MICHÈLE HUFF is a transactional lawyer who has negotiated on behalf of companies, including Oracle Corporation, Sun Microsystems, and Canal+, higher education institutions, including the University of California, Berkeley and University of New Mexico, and on behalf of hundreds of individual clients, including artists, authors, entrepreneurs, and engineers.
She is currently the Executive Director of the Office of Business Contracts and Brand Protection at the University of California, Berkeley, where she negotiates revenue-generating contracts, licenses copyrights and trademarks, protects the campus brand, and manages a team of legal professionals.
For nine years, she served as University of New Mexico’s senior lawyer for research, technology, and intellectual property where she negotiated research contracts with academic institutions, government agencies, and industry partners. Prior to that, Michèle was the managing partner of the Archer Law Group, LLC. She began her career at Sun Microsystems and co-founded a Silicon Valley software start-up.
Michèle conducted a session for UC Berkeley staff entitled: What Lies Beyond “Win-Win” Negotiations: How to Practice transformative Negotiations at the Next Opportunity at Work (NOW) conference in 2019. She has taught intellectual property and licensing at the UNM School of Law and led negotiation workshops for local community foundations and technology venture associations in Santa Fe, New Mexico. She developed a course on Transformative Negotiation, which she delivered to UNM's Mediation Certification program and Employee Organizational Development group. She has presented to Human Resources professionals (SHRM NM annual meeting), mediators (NM ADR Symposium and NM Mediation Association), and entrepreneurs (National Business Incubator Association and Creative Startups Accelerator).
Ms. Huff was born and raised in New York City, received her BA from Colorado College and her JD, magna cum laude, from the Sandra Day O’Connor College of Law-Arizona State University. She became a member of the California Bar in 1985. Follow her at http://www.michelehuff.com.
