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Negotiate Like a Phoenician
-Hardbound
Dr. Habib Chamoun-Nicolás.
In collaboration with Dr. Randy D. Hazlett
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What the experts are
saying
Ever wondered what you might learn about negotiation by studying
the Bible? As it turns out, according to Dr. Habib Chamoun,
quite a lot. The Hebrew Scriptures actually offer negotiating
texts - all derived from the Phoenician business model. And,
using a system he calls "Tradeables™,"
Dr. Chamoun shows how this ancient wisdom applies in a wide
range of contemporary business settings. There's even an appendix
analyzing the benefits of on-line negotiation instruction
and other teaching technologies. If you are looking for historical
insights that will help you improve your business negotiations,
this is the book for you.
Lawrence Susskind
Ford Professor, Massachusetts Institute of Technology
I continue to be impressed by and learn from Habib Chamoun-Nicolás'
insights into negotiation. He has creatively expanded core
theoretical principles while also keeping his feet firmly
on the ground. His ability to integrate theory and practice
has made an important contribution to our field.
Michael Wheeler
Professor, Harvard Business School
Editor of the Negotiation Journal
In his new book, Negotiate Like a Phoenician,
Dr. Habib Chamoun sounds like he lived with those masters
of the seas and professional negotiators, and went with them
from harbor to harbor and negotiated the traded goods. This
book is not only about negotiation, but it is a part of a
new domain in history known as the history of daily life.
Thanks for this new reference in History, Negotiation and
Business.
Georges Ch. EL-HAJJ
Archaeologist,
Beirut, Lebanon
Those of us that have closely followed Habib Chamoun-Nicolás'
career recognize and value his talent evident in his work
like: Deal, Trato Hecho, Desarrollo de Negocios and his many
conferences, seminars, and assessment programs presented around
the world.
In Negotiate Like a Phoenician,
his latest work, he portrays an extremely well-planned and
profound dimension on a civilization and the events that evolve
in it. Throughout this work, he presents clues of human nature,
not only of man in our time, but also of past and future times.
From the beginning of the book, in the dedication, he expresses
feelings of general wellbeing, where exclusion and prejudice
have no place among human relationships. The best alternative
is to win-win, not only as a way to generate excellent and
meaningful relationships, but also as a way of life.
Sometimes the speed at which events develop makes us lose
sight of this viewpoint, and we cannot appreciate success
that leaves behind a legacy - a legacy that many times we
can neither identify nor benefit from. That is the importance
of Negotiate Like a Phoenician.
With outstanding argumentation, it values and includes the
historic dimension of mankind developed in a clear and succinct
way. The clues extracted from successful, real-world negotiations
generate the interesting and productive notion of TradeablesTM.
This text, written by one of our most outstanding honorary
professors, is an invaluable contribution to the world of
business, management, and society in general.
Dr. Michel Doumet Antón
Rector Catholic University of Guayaquil - Ecuador
The Phoenicians conquered the entire Mediterranean Basin
without coercion or violence. They did it by intelligence
and the power of persuasion. They learned by listening. They
discovered where the trade winds and best harbors were located,
how to build better boats, how to navigate by the stars and
moon, how to share important information (they created the
first alphabet), they learned the likes and dislikes of the
peoples around them, and lastly they knew how to bring themselves
and others benefit.
Habib Chamoun-Nicolás shows
us how to learn the same art from the ancient Phoenicians.
Intelligence, persuasion, and care for the good of others
worked then and still works today.
Bishop Gregory John Mansour
Bishop of St Maron of Brooklyn
For the Maronites
Dr. Habib Chamoun-Nicolás' new book, Tradeables™,
provides an intriguing account of ancient negotiation techniques
developed by the Phoenicians in 2000 BCE and shows how such
techniques can be used in a practical manner by today's negotiators.
Dr. Chamoun-Nicolás, explains the importance of an
international negotiator being "flexible, open, stereotype-free,
and, most of all, patient and tolerant," and why the
Phoenicians' great success as international traders was based
on their belief that "honesty was the best policy"
when negotiating with others. In my opinion, Tradeables™
ought to be considered a "must read" for every teacher
or practitioner involved in the art of negotiation.
Judge Frank G. Evans
Recognized Father of Alternative Dispute Resolution (ADR)
in Texas
Founder of the Frank G. Evans Center for Conflict Resolution
at South Texas College of Law
Dr. Chamoun-Nicolás' book Negotiate Like
a Phoenician introduces us to Tradeables™
as a Phoenician (Canaanite) business practice, showing that
successful business practice based upon scientific principles
has flourished over the centuries by nations around the world
up to our times. The Phoenicians (Canaanites) were pioneers
in that field over the ages. Dr. Chamoun was very successful
in sorting out these principles from various sources and synthesizing
them into a practical theory. These principles (cultural sensitivity,
ingenuity, adventurous spirit, fair play, clarity in communications,
etc.) are still behind business excellence of nations today.
This book proves to be an excellent coronation for that practiced
theory and an outstanding reference for businessmen and historians
alike. Dr. Chamoun-Nicolás has to be congratulated
for producing another outstanding work.
Hazem Chahine
Senior Lecturer, Faculty of Engineering, American University
of Beirut
Former Inspector General, Electricity of Lebanon
This is a very insightful book about how to successfully
conduct business over the long-term. Dr. Habib provides recounts
of business practices of Phoenicians that allowed them to
survive and flourish for centuries while neighboring civilizations
perished. This book provides great historical information
on the negotiations techniques of Phoenicians that can be
used in modern day situations.
Adel Chaouch, Ph.D., P.E.
Director, Corporate Social Responsibility
Marathon Oil Company
Dr. Chamoun is again amazing us with this new teaching tool
created to better understand and serve our most demanding
customers. His hands-on and writing experiences are evidently
distilled into Tradeables™. Every
sales, marketing and business development professional will
find this book a ‘must read’. To immerse the reader
into the real business world, Dr. Chamoun uses metaphors,
such as the way the Phoenicians used to negotiate, and step-by-step
transports the individual to the customer service environment.
Negotiate Like a Phoenician teaches effective negotiation
skills and covers different dealing situations, like buyer-seller
alliances, long-term relationships, and a both-win perspective.
A valuable and real toolbox of negotiating expertise.
Leandro Barretto, Ph D
Competency Development Coordinator
Halliburton
I knew Dr. Habib Chamoun in the Paris conference "New
Trends in Teaching Negotiation" where he was presenting
E-learning technology for teaching negotiation. What a nice
surprise to see that Dr. Habib, besides using top-level teaching
technology, is able to rescue Phoenician trade art, doing
a beautiful historical analysis and building a bridge between
the very similar old and new negotiation principles. Dr. Habib's
book will be very helpful for anyone interested in making
a deep dive in negotiation principles. And the diver, for
sure, will get fresh and excellent fish.
Gabriel G. da Fonseca
Globaltrande Director
The author blends a rich array of daily life stories with
ancient historical examples to aid the reader in taking truly
novel concepts from the pages of a book to desired results
in business and life - producing win-win outcomes.
Keith Miceli
Vice President, International Business
Greater Houston Partnership
This is a very insightful book about how to successfully
conduct business over the long-term. Dr. Habib
provides recounts of business practices of Phoenicians that
allowed them to survive and flourish for centuries while neighboring
civilizations perished. This book provides great historical
information on the negotiations techniques of Phoenicians
that can be used in modern day situations.
Adel Chaouch, Ph.D., P.E.
Director, Corporate Social Responsibility
Marathon Oil Company
When I first received a copy of Dr. Chamoun's new book,
I was impressed by the subject that he chose and was curious
how the ancient Phoenicians could relate to modern negotiating.
Having read DEAL recently, I was also willing to discover
some new revelation in the art and science of negotiation.
Negotiate Like a Phoenician is an excellent book for laying
out the essential skills of successful negotiations, both
for new and experienced negotiators, and TradeablesTM happened
to be just the revelation I was hoping to find to improve
my company and my personal skills.
The well-documented history, illustrated with modern case
studies, makes a comprehensive and enjoyable balance that
anyone involved in business should put on their list of reference
reading.
Carlos Zepeda Chehaibar
Founding partner & e-business director
Huevocartoon.com Animation Studios
A unique and fantastic book. An excellent resource for all
CEOs trying to
orchestrate change throughout their organizations and improve
corporate and even personal negotiations. I intend to share
the book with my clients, associates, and staff, so that together
we can gain better insight into different styles and have
a better appreciation of the magnitude of effort required
to lead the transformation process of negotiations.
Genival Francisco da Silva
President and CEO of Banco Ficsa S A
São Paulo - Brasil
Readers can always rely on Dr. Chamoun-Nicolás
for concise, easy to apply concepts that facilitate real-life
negotiations. His new book is no exception. It focuses on
tools that will aid any reader in handling business or personal
matters with ease and confidence. What he has added now, however,
is an interesting, historic 'day trip' to the Mediterranean.
There he explores the culture and practices of an ancient
civilization to draw conclusions regarding successful negotiation
style and methods that are equally applicable today. The journey
is both interesting and useful.
Al Amado
Lawyer and International Policy Consultant, Latin American
Project, International Institute Director, Frank Evans Center
for Conflict Resolution, South Texas College of Law, Houston,
Texas, USA
Habib Chamoun's latest book is a refreshing look at the
past … with an eye to the future. He goes back to the
signature Mediterranean traders, the Phoenicians. With that,
he comes up with the idea of 'tradeables," (sic) which
he renders as "traDEAbLes" to remind you of his
previous and very successful book, DEAL. He ruminates about
how the Phoenicians traded and the methods that made them
so successful. Chamoun reflects from many of the lessons learned
from the Phoenicians and gives us a marvelous opportunity
to hone our negotiating skills. Congratulations again to Dr.
Habib Chamoun-Nicolás for his latest, TraDEAbLes.
Rodolfo J. Cortina, Ph.D.
Professor & Director UH Center for the Americas
Coordinator, UH-MA/MBA Program
Former UHS Vice Chancellor for International Affairs
Former President American College of Acupuncture & Oriental
Services
The art of negotiation is as ancient as human history. In
this book, Dr. Habib Chamoun reveals the thread which binds
the negotiation examples from the Bible with contemporary
societies, and you will be astonished by how the ancient negotiation
techniques can prove to be perfectly topical, salient, and
relevant in today's world. An accurate and well-written book
that treats history and negotiation theory with a really interesting
and original approach.
Giuseppe De Palo
Chairman of Board, ADR Center (Rome, Italy)
International Professor of ADR Law & Practice, Hamline
University School of Law (St. Paul - MN, U.S.A.)
In his book Deal, Dr. Habib Chamoun-Nicolás wrote
of the elements of cross-cultural negotiations. Here in TradeablesTM,
Dr. Chamoun-Nicolás relates the culture of the Phoenicians
and their use of TradeablesTM to create greater negotiation
capacity. He makes the case, with historical references, for
adhering to Phoenician ways. He contrasts e-learning to face-to-face
negotiations. Both interesting and informative, the author's
pronouncement of the Phoenician business model is timely and
increasingly valuable in today's global markets. Known to
outsource when it made sense, the Phoenicians followed seven
principles which included a healthy respect for women. It
was the Phoenician businessmen, our first "road warriors",
who created one of the first international conglomerates.
Be prepared to add the concept of TradeablesTM to your next
negotiation.
Shelton E. McBride, RPh, COO
Project Rx, Inc.
Houston, Texas, USA
Dr. Habib Chamoun-Nicolás has done a great service
to those who wish to learn how best to negotiate in any given
situation. His selection of the Phoenicians as models for
analysis is a master stroke, and his examples from the Old
Testament - my area of expertise - reveal many fresh and startling
insights into passages otherwise worn by familiarity. I heartily
recommend his book for any seeking to master the necessary
skills of negotiation.
Dr. Paul Hahn
Theology Department
University of St Thomas
Houston, Texas 77006
Hooray for Dr. Habib Chamoun-Nicolás! At last here
is a book on negotiating with fresh ideas and stories. As
a school boy, I had read about ancient Phoenicia but not about
Phoenicians themselves, known as the Traders of the Sea. Habib
smartly presents his approach to modern negotiating against
this Phoenician backdrop. What Sun Tzu's The Art of War is
to modern strategic business thinking, Negotiate Like a Phoenician
is to modern negotiating. I hope he writes another book on
his CLOSED OPEN principles (Appendix B). I highly recommend
Dr. Chamoun-Nicolás's readable book.
Howard Eaton
CEO, Relationship360 Group, LLC
If I had understood Dr. Chamoun's negotiation strategies
and use of TradeablesTM 25 years ago when I was negotiating
international oil contracts, I would have made much better
decisions and "Deals" for my company.
Larry Golden
Retired -Former President of Several Oil and Gas Companies
Negotiate Like a Phoenician -
Discover TradeablesTM is an immensely enjoyable journey, showing
us a fascinating culture of ancient yesterday, ultimately
returning us to today with a view of tomorrow's potential.
Dr. Habib Chamoun-Nicolás bestows a souvenir of understanding
derived from the wisdom of the ages that has broad application
to our personal, business and community lives.
The Old Ways may prove to be the Best Ways. This book proves
that behaving with integrity is at the core of any Right Way.
Jeff Jury
Burns Anderson Jury & Brenner, L.L.P.
Austin, Texas
The book, Negotiate Like a Phoenician, from Dr. Habib Chamoun
denotes the wonderful history of human life. It has helped
me a lot in my management of business and also matches with
our Eastern philosophies. It gave me a good reference in history,
negotiation and business.
Minmay Liang
Vice President, Administration & Finance
American College of Acupuncture & Oriental Medicine
My first insight appeared on page 2 "...we must recognize
what is negotiable, what is not, and what doesn't need to
be negotiated" - I knew I was in for a fabulous read!
This is no run of the mill how to book - not only is it a
guide on managing an effective business life, all the techniques
are equally applicable to raising children and managing all
the important relationships in our lives. I was drawn into
the depth with which Habib built and wove tales and examples
like a rich tapestry that so eloquently reveals the lessons.
This will be a book worth sharing with all my colleagues who
are building their businesses.
Catherine Mossop FCMC
Sage Mentors Inc. (Sagementors.com)
Canada
I consider myself a true believer of the sales and negotiation
methodologies developed by Dr. Chamoun-Nicolás. After
some training, now I am able to achieve better results with
some simple steps - Learning how to plan ahead, how to prepare
mind-set-maps to develop winner strategies, how to DEAL with
difficult people, how to not accept a NO for an answer, how
to close in one or two visits. This is something that it is
applied successfully everyday at CAIC. When Habib honored
me with the opportunity to preview Negotiate Like a Phoenician,
I was not sure how "old-fashioned" strategies were
to be applied in this modern era. Even worse, I was not sure
how something that is not within a particular negotiation
process can be part of the final outcome. Habib surprised
me again with this amazing book. His very particular way to
present this new concept "Tradeables™" is the
only way a true believer will do it: Teach what you think
and believe what you teach. There are Tradeables™ in
almost every negotiation…the better you use them, the
better you'll do. Think outside the process itself, identify
the Tradeables™, and get the DEAL.
Marco A. Contreras
Marketing Commercial Alliance Insurance Company
As an entrepreneur, I found Dr. Chamoun-Nicolás'
latest book, Negotiate Like a Phoenician,
fascinating. He examines the art of negotiation through the
Phoenicians, an ancient society that survived as a culture
for centuries, while surrounding nations perished. I especially
enjoyed the ancient case studies. The author cleverly shows
the reader how to use ancient techniques and apply them today.
Dr. Chamoun-Nicolás truly challenges his readers to
negotiate like a Phoenician.
Philippe Cras
Owner of Homewood Suites at Kingwood Parc
Kingwood, Texas
Negotiate Like a Phoenician offers very specific techniques
and guiding points on how to negotiate and make deals. It
uses many examples which facilitate relating described successful
real life experiences with your own! The identity given to
the word " Tradeables™" is innovative. The
amazing thing is that all of this is done using a Biblical
context and the way of life of the Phoenicians, a civilization
that existed over 2000 years ago!!
Joussef Jerade
COO, Commercial Alliance Insurance Company
This absorbing and interesting book deeply discusses and
presents the art of negotiations by introducing a profile
of the best known negotiators and traders of human history,
the Phoenicians. The knowledge in the field of negotiation
and history is presented by the author in a fascinating and
direct way. Dr Habib Chamoun-Nicolás recalls the 7
Principles that helped the masters of negotiation approach
their high level of trading and which are still current for
negotiators these days. He describes in a straightforward
and clear way how to find and employ people able to trade
efficiently. Apart from reminding us of the ancient Phoenicians,
the author shows us how to make use of their wisdom in our
businesses. I recommend reading this book to everyone who
wants to achieve success in trading.
Wojciech Krakowinski , PhD
The Chairman of the Board of Infinity Group Ltd. (Poland)
This book is a must-read for those who struggle to be winners
in their day-to-day negotiations. The 'Chamoun' methodology
really works!
Margaret Krakowinska
Student of Aviation Management
London Metropolitan University
Once again, Habib Chamoun has written a wonderful book.
We call it wonderful, as it combines the essentials of negotiation
skills together with poignant narratives to illustrate this
amazing area of research. Henceforth, it becomes a must have
for researchers and practitioners, as well as "negotiation
fans".
Drs. Markus Voeth and Uta Herbst
Department of Marketing, University of Hohenheim, Germany
The Hebrew Bible is a rich resource for ideas for modern
as well as ancient living. It contains valuable lessons for
all time that teach us how to reach for the highest in ourselves.
In Negotiate Like a Phoenician,
Dr. Habib Chamoun-Nicolás discovers yet another dimension
in the text - lessons not just for honesty and fairness in
business, but for how to develop and maintain good business
relations based, not on theory, but on real-life practicality.
Particularly in his section "Case Studies from the Hebrew
Scripture," he demonstrates from descriptions of how
business was done between the Phoenicians and Kings David
and Solomon how not just honesty, but also honor and mutual
respect, are the foundation of business relations that endure.
In short, they are good business for all concerned.
Fascinating reading. Interesting ideas. Valuable lessons.
Dr. Habib reminds us that while technology and products change,
the right and honorable way to do business is eternal and
universal.
Rabbi Roy A. Walter
Senior Rabbi, Congregation Emanu El
Houston, Texas
Dr. Habib Chamoun-Nicolás' new book, Tradeables™,
provides an intriguing account of ancient negotiation techniques
developed by the Phoenicians in 2000 BCE and shows how such
techniques can be used in a practical manner by today's negotiators.
Dr. Chamoun-Nicolás, explains the importance of an
international negotiator being "flexible, open, stereotype-free,
and, most of all, patient and tolerant," and why the
Phoenicians' great success as international traders was based
on their belief that "honesty was the best policy"
when negotiating with others. In my opinion, Tradeables™
ought to be considered a "must read" for every teacher
or practitioner involved in the art of negotiation.
Judge Frank G. Evans
Recognized father of Alternative Dispute Resolution (ADR)
in Texas
Founder of the Frank G. Evans Center for Conflict Resolution
at South Texas College of Law
This is a book that intellectually seduces the reader by
blending historically successful trading practices from the
times of the Phoenicians with those new negotiation tools
required by the challenges of current hyper-competitive, highly
global knowledge economy.
Dr. Jaime Alonso GOMEZ
National Dean and Professor of Strategy and International
Management EGADE - Graduate School of Business Administration
and Leadership
Tecnologico de Monterrey University System
Negotiating like a Phoenician
- a strategy for life. Do you know the importance of drivers,
entrapments, analysis and leverage? This evidence-based book
is backed by research and draws on biblical accounts. There
is sufficient clarity for the MBA student, international diplomats,
business negotiators, and those who want to hone their skills
for self-development. The work is principle-centred, directing
one to the 6Ps of flawless negotiation. There are cross-cultural
case studies which entice the reader to explore issues from
a win/ win perspective inclusive of clarity of what the negotiator
wants, the expectations of the other party, identifying the
TradeablesTM and working towards the deal. There is sufficient
interest for those negotiating: retail sales, real estate,
professional services, advertising, fundraising and negotiating
at airports. Develop competence with the principles and see
the difference!
Dr. Neslyn Watson-Druée, MBE,
FRCN, DUniv, FCGI
Managing Director, Beacon Organizational Development Ltd and
Chairman of Kingston Primary Care Trust (UK)
The big lessons of negotiation abilities of Lebanese people
are fully valid in the present and give us orientation and
projections to the future. Habib Chamoun, with his book, gives
us the best tool to learn through time the hard negotiation
processes. Thank you for this work that makes us live in a
linear way the history of human professional development.
Joseph Garzozi
Director of tourism, international relations and competitiveness
Municipality of Guayaquil
Great leaders know the importance of a win-win negotiation
and so do the Phoenicians and Habib Chamoun in his new book
Tradeables™. Habib Chamoun went
back in history to find the essence of negotiation. Building
on his foundation book, DEAL, he
supported his thesis with proof from one of the most respected
ancient civilizations: the Phoenicians, the masters of commerce
and negotiation. Once again Habib astonishes me with his innovative
ideas. Tradeables™ is an excellent guide on how to be an
effective, respected and inspiring negotiator.
Ursula EL Hage
Director of the Entrepreneurship School, UCSG
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