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9780787965013

Everyday Negotiation Navigating the Hidden Agendas in Bargaining

by ;
  • ISBN13:

    9780787965013

  • ISBN10:

    0787965014

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2003-01-23
  • Publisher: Jossey-Bass
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Supplemental Materials

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Summary

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

Author Biography

<B>Deborah M. Kolb </B>is professor of management at Simmons School of Management and the former executive director of the Program on Negotiation at Harvard Law School. She is the author of <I>When Talk Works</I> (Jossey-Bass). <BR> <B>Judith Williams</B> is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women. Williams and Kolb are coauthors of T<I>he Shadow Negotiation,</I> named as one of the Ten Best Books of 2000 by Harvard Business Review. <P> <br> <P> <br> <P>

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.

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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