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Everyday Negotiation. Navigating the Hidden Agendas in Bargaining. Edition No. 1

  • ID: 2217949
  • Book
  • January 2003
  • 400 Pages
  • John Wiley and Sons Ltd
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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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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Deborah M. Kolb Program on Negotiation, Harvard Law School.

Judith Williams Cambridge, Massachusetts.
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