Managing Negotiations: A State of Relatedness Approach

This book offers an innovative alternative methodology for managing negotiations grounded in the lived experiences of Mohandas Karamchand Gandhi and Nelson Mandela.Drawing on behaviourographic analysis of their speeches, writings, and life episodes, the work introduces the conceptual framework of "state of relatedness" and five tangible relationship frames-inclination, influence, interpretative, interaction, and issues handling-that underlie all negotiated engagements.The book demonstrates how Gandhi and Mandela navigated power negotiators, profit negotiators, and polarizing negotiators through their unique perspectives, competencies, and sensitivities, ultimately embodying the construct of the "Zero Negotiator"-leaders who respond to near-impossible challenges through self-renunciation imbued with larger purpose.Through comprehensive literature review, case studies, and actionable insights, the methodology reveals pathways for managing negotiations in struggles against injustice, ineq