Review of Sustainable Negotiation

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International negotiation expert Eliane Karsaklian makes a strong case for the similarities between quantum physics and negotiation. She draws parallels between the shifts in perspective that quantum physics demands and the shifts in perspective that the cultural differences of international negotiation require. Her manual is remarkably easy to read. Karsaklian moves easily between examples drawn from physics and those from negotiation principles and practices. She provides end-chapter summaries and exercises that readers can carry out to apply her concepts. Every negotiator will benefit from her insights.

About the Author

Director of a trilingual master program in International Negotiation at Sorbonne University, Eliane Karsaklian founded Ubi & Orbi, which consults with companies about their international activities.


Quantum physics can provide useful insights into the art of negotiation, especially international negotiation.

Karsaklian believes that quantum physics and international negotiation share certain commonalities. Concepts from physics, she explains, can help people understand international negotiation. To negotiate successfully, people must shift how they see the world. This requires leaving older models behind and creating a “more sustainable approach.”

Steven Weinberg, Nobel Prize winner in physics, said that nature looks more complicated than it is. Karsaklian suggests the same is true of international negotiation. People approach negotiation in unnecessarily complicated ways. They see the differences between positions, not the “symmetries.”

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