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Negotiating Genuinely: Being Yourself in Business
     

Negotiating Genuinely: Being Yourself in Business

by Shirli Kopelman, Ruth Gwily
 

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ISBN-10: 0804790698

ISBN-13: 9780804790697

Pub. Date: 04/16/2014

Publisher: Stanford University Press

We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely.

One of the most fundamental and challenging

Overview

We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely.

One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Author Shirli Kopelman argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches readers how to reconcile the disparate hats that they wear in everyday life—with families, friends, and colleagues—bringing one "integral hat" to the negotiation table. Kopelman develops and shares techniques that illuminate this approach; exercises along the way help readers to negotiate more naturally, positively, and successfully.

Product Details

ISBN-13:
9780804790697
Publisher:
Stanford University Press
Publication date:
04/16/2014
Pages:
104
Product dimensions:
4.80(w) x 7.80(h) x 0.50(d)

Table of Contents

Contents

Preface,
Acknowledgments,
1. A Positive Negotiation Framework,
2. Being Genuine in Business: Wearing One Hat,
3. Why One Integral Hat in Negotiations?,
4. Building Hat-to-Hat (H2H) Business Relationships,
5. Navigating H2H Communication and Strategic Emotions,
6. Pursuing Extraordinary Success,
Key References and Selected Readings,

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