Cover image for Everyday negotiation : navigating the hidden agendas in bargaining
Title:
Everyday negotiation : navigating the hidden agendas in bargaining
Author:
Kolb, Deborah M.
ISBN:
9780787965013
Personal Author:
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.
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