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Shadow Negotiation How Women Can Master the Hidden Agendas That Determine Bargaining Success

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ISBN-10: 0684838400

ISBN-13: 9780684838403

Edition: 2000

Authors: Deborah M. Kolb, Judith Williams

List price: $26.00
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Book details

List price: $26.00
Copyright year: 2000
Publisher: Simon & Schuster
Publication date: 10/3/2000
Binding: Hardcover
Pages: 256
Size: 6.50" wide x 9.25" long x 1.25" tall
Weight: 1.232
Language: English

The Program on Negotiations, Harvard.

Preface
Introduction: Recognizing the Shadow 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
Table of Contents provided by Publisher. All Rights Reserved.