Everyday Negotiation Navigating the Hidden Agendas in Bargaining

Name: Everyday Negotiation Navigating the Hidden Agendas in Bargaining
Price: 2.82 USD
Availability: InStock
ISBN: 9780787965013

ISBN-10: 0787965014

ISBN-13: 9780787965013

Edition: 2003

Authors: Deborah M. Kolb, Judith Williams

List price: $28.00

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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.

Book details

List price: $28.00
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 1/23/2003
Binding: Paperback
Pages: 400
Size: 5.90" wide x 8.80" long x 1.10" tall
Weight: 1.188
Language: English

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