Everyday negotiation : navigating the hidden agendas in bargaining / Deborah M. Kolb and Judith Williams ; foreword by William Ury.
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.
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| Format: | Book |
| Language: | English |
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San Francisco, CA :
Jossey-Bass,
[2003]
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| Edition: | Revised edition. |
| Series: | Jossey-Bass business & management series.
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Table of Contents:
- Foreword / William Ury
- Introduction: Recognizing the Hidden Agendas in Everyday Negotiation
- pt. 1. Power of Advocacy: Promoting Your Interests Effectively
- Ch. 1. Staying Out of Your Own Way
- Ch. 2. Making Strategic Moves
- Ch. 3. Resisting Challenges
- pt. 2. Promise of Connection: Building a Collaborative Relationship
- Ch. 4. Laying the Groundwork
- Ch. 5. Engaging Your Counterpart
- Ch. 6. Getting Collaboration to Work
- pt. 3. Putting It All Together: Balancing Advocacy and Connection
- Ch. 7. Crafting Agreements
- Ch. 8. Negotiating Change.