Everyday Negotiation: Navigating the Hidden Agendas in Bargaining / Edition 1 by Deborah M. Kolb, Judith Williams Ph.D. | | 9780787965013 | Paperback | Barnes & Noble
Everyday Negotiation: Navigating the Hidden Agendas in Bargaining / Edition 1

Everyday Negotiation: Navigating the Hidden Agendas in Bargaining / Edition 1

by Deborah M. Kolb, Judith Williams Ph.D.
     
 

ISBN-10: 0787965014

ISBN-13: 9780787965013

Pub. Date: 01/10/2003

Publisher: Wiley

Everyday Negotiation shows how to recognize the shadow negotiation— where the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out— and how to put that knowledge to work. Originally titled The Shadow Negotiation and named by Harvard Business Review as one the Ten Best Books of 2000, this best-selling

Overview

Everyday Negotiation shows how to recognize the shadow negotiation— where the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out— and how to put that knowledge to work. Originally titled The Shadow Negotiation and named by Harvard Business Review as one the Ten Best Books of 2000, this best-selling book revealed how women could master the hidden agendas that determine bargaining success. Now, the new edition, Everyday Negotiation, broadens the scope and offers the same illuminating advice for both men and women. Everyday Negotiation lays out simple steps to

• Overcome acts of self-sabotage

• Increase your bargaining power

• Establish the terms of your advocacy and encourage a collaborative discussion

• Encourage a collaborative discussion

• Think about the negotiation process in a whole new way

Product Details

ISBN-13:
9780787965013
Publisher:
Wiley
Publication date:
01/10/2003
Series:
The Jossey-Bass Business and Management Series
Edition description:
Revised
Pages:
400
Sales rank:
556,752
Product dimensions:
6.00(w) x 8.90(h) x 1.20(d)

Table of Contents

Foreword by William Ury.

Preface.

Introduction Recognizing the Hidden Agendas in Everyday Negotiation.

Part One: The Power of Advocacy: Promoting Your Interests Effectively.

Chapter 1. Staying Out of Your Own Way.

Chapter 2. Making Strategic Moves.

Chapter 3. Resisting Challenges.

Part Two: The Promise of Connection: Building a Collaborative Relationship.

Chapter 4. Laying the Groundwork.

Chapter 5. Engaging Your Counterpart.

Chapter 6. Getting Collaboration to Work.

Part Three: Putting It All Together: Balancing Advocacy and Connection.

Chapter 7. Crafting Agreements.

Chapter 8. Negotiating Change.

Notes.

Bibliography.

Index.

About the Authors.

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