Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

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Deborah M. Kolb (Program on Negotiation, Harvard Law School) Judith Williams (Cambridge, Massachusetts)

Everyday Negotiation

Navigating the Hidden Agendas in Bargaining

Deborah M. Kolb (Program on Negotiation, Harvard Law School), Judith Williams (Cambridge, Massachusetts)

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English

Jossey-Bass Inc.,U.S.
09 January 2003

Business strategy; Management & management techniques; Business negotiation

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

By: Deborah M. Kolb (Program on Negotiation Harvard Law School), Judith Williams (Cambridge, Massachusetts)
Imprint: Jossey-Bass Inc.,U.S.
Country of Publication: United States
Edition: Rev ed.
Dimensions: Height: 224mm, Width: 150mm, Spine: 28mm
Weight: 522g
ISBN: 9780787965013
ISBN 10: 0787965014
Pages: 400
Publication Date: 09 January 2003
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

Foreword by William Ury. Preface. 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. Notes. Bibliography. Index. About the Authors.

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.