Everyday negotiation : navigating the hidden agendas in bargaining

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Title:

Author:

Kolb, Deborah M.

ISBN:

9780787965013

Personal Author:

Kolb, Deborah M.

Uniform Title:

Shadow negotiation

Publication Information:

San Francisco, CA : Jossey-Bass, A Wiley Imprint, 2003.

Physical Description:

xviii, 377 p. ; 23 cm.

Series:

The Jossey-Bass business & management series

Series Title:

The Jossey-Bass business & management series

General Note:

Previously published: New York : Simon & Schuster, 2000, under title: Shadow negotiation : how women can master the hidden agendas that determine bargaining success.

Contents:

Foreword / William Ury -- Introduction: Recognizing the Hidden Agendas in Everyday Negotiation -- Pt. 1. The Power of Advocacy: Promoting Your Interests Effectively -- Ch. 1. Staying Out of Your Own Way -- Ch. 2. Making Strategic Moves -- Ch. 3. Resisting Challenges -- Pt. 2. The Promise of Connection: Building a Collaborative Relationship -- Ch. 4. Laying the Groundwork -- Ch. 5. Engaging Your Counterpart -- Ch. 6. Getting Collaboration to Work -- Pt. 3. Putting It All Together: Balancing Advocacy and Connection -- Ch. 7. Crafting Agreements -- Ch. 8. Negotiating Change.

Subject Term:

Negotiation.

Added Author:

Williams, Judith.

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/wiley031/2002012703.html
Publisher description http://www.loc.gov/catdir/description/wiley039/2002012703.html
Contributor biographical information http://www.loc.gov/catdir/bios/wiley045/2002012703.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... IIEMSA	General Books	33168015764208	658.4052 K81E 2003	1	Searching... Unknown

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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