Everyday Negotiation Navigating the Hidden Agendas in Bargaining

ISBN-10: 0787965014
ISBN-13: 9780787965013
Edition: 2003
List price: $24.95 Buy it from $3.00
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Description: This is a clear, insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. It shows how, by bargaining more strategically, we can establish the terms of the negotiation while also encouraging the open  More...

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Book details

List price: $24.95
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 1/23/2003
Binding: Paperback
Pages: 400
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.276
Language: English

This is a clear, insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. It shows how, by bargaining more strategically, we can establish the terms of the negotiation while also encouraging the open communication essential to a collaborative discussion.

The Program on Negotiations, Harvard.

Foreword
Preface
Introduction: Recognizing the Hidden Agendas in Everyday Negotiation
The Power of Advocacy: Promoting Your Interests Effectively
Staying Out of Your Own Way
Making Strategic Moves
Resisting Challenges
The Promise of Connection: Building a Collaborative Relationship
Laying the Groundwork
Engaging Your Counterpart
Getting Collaboration to Work
Putting It All Together: Balancing Advocacy and Connection
Crafting Agreements
Negotiating Change
Notes
Bibliography
Index
About the Authors

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