Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (Rev)

By Deborah M Kolb, Judith Williams
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




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ISBN: 9780787965013

About the Paperback

Publisher Jossey-Bass
Publish date 01/23/2003
Pages 400
ISBN-13 9780787965013
ISBN-10 0787965014
Language English

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