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Other titles in the Jossey-Bass Business & Management series:
Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (Jossey-Bass Business & Management)by Deborah M. Kolb
Synopses & Reviews
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
Everyday Negotiation provides a clear, practical guide to the hidden machinations that are at work in every bargaining situation.
Book News Annotation:
With a focus on gender issues, this text provides insights into the hidden agendas involved in the negotiation process. Sample topics include making strategic moves, getting collaboration to work, and crafting agreements. An earlier version of this work was published under the title (Simon & Schuster, 2000) Annotation (c)2003 Book News, Inc., Portland, OR (booknews.com)
Includes bibliographical references (p. 353-362) and index.
Provides readers with a clear insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. The authors show why you must pay as much attention to you own acts of self-sabotage as to the moves others make. And the book contains lessons on how by bargaining more strategically, we can establish the terms of the negotiation while also encouraging open communication essential to a collaborative discussion.
About the Author
Deborah M. Kolb 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 When Talk Works (Jossey-Bass).
Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women. Williams and Kolb are coauthors of The Shadow Negotiation, named as one of the Ten Best Books of 2000 by Harvard Business Review.
Table of Contents
Foreword by William Ury.
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.
About the Authors.
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