Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

by Deborah M., Ph.D. Kolb, Judith, Ph.D. Williams, Deborah M. Kolb, Judith Williams

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Editorial Reviews
Product Description
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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All Customer Reviews
Average Customer Review: 5 out of 5 stars

1 of 1 people found the following review helpful:

5 out of 5 stars

Everyday Negotiation - navigating the hidden agendas in bargaining, 2007-12-13
This book gives advice and great examples on how to negotiation in those situations where the deck is stacked against you. While books like "Getting to Yes" encourage interest-based negotiation and how everyone in the negotiation can get what they need. Everyday Negotiation acknowledges that sometimes it is hard to get the other party to think about collaboration or trying to obtain a solution that works for everyone. The information this book provides the reader with stategies to use in preparation for the negotiation, that level the playing field and encourage a reluctant party to consider you as someone they need to negotiate with. I would recommend it to anyone who has experienced their input being ignored in a decision making process.

0 of 3 people found the following review helpful:

5 out of 5 stars

Great Negotiation Resource, 2007-01-12
This book digs deeper into negotiation skills than other books and talks about the realities of negotiations that many others do not discuss.

The stories and examples make it an easy and enjoyable read.

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