Everyday Negotiation: Navigating the Hidden Agendas in Bargaining [Paperback]

Deborah M. Kolb (Author), Judith Williams (Author)

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Product Details

Paperback: 400 pages
Publisher: Jossey-Bass; 1 edition (Jan 9 2003)
Language: English
ISBN-10: 0787965014
ISBN-13: 978-0787965013
Product Dimensions: 22.6 x 15.5 x 2.8 cm
Shipping Weight: 481 g
Amazon Bestsellers Rank: #344,763 in Books (See Top 100 in Books)

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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

Book Info

Provides readers with a clear insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. Contains lessons on how by bargaining more strategically. Softcover.

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Inside This Book (Learn More)

First Sentence
A reporter once asked Yogi Berra what advice he would give aspiring ballplayers. Read the first page

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Amazon.com: 5.0 out of 5 stars (3 customer reviews)

5 of 5 people found the following review helpful

5.0 out of 5 stars Everyday Negotiation - navigating the hidden agendas in bargaining, Dec 12 2007

By Wanda G. Thompson "conflict coach" - Published on Amazon.com

This review is from: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (Paperback)

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.

5.0 out of 5 stars Negotiation Principles, April 29 2012

By Bernadette Donald "Audio Book Lover" - Published on Amazon.com

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This review is from: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (Paperback)

This book is wonderful. This was required reading for my negotiation class and I am glad it was. The information is clear and written to be implemented immediately. Everyone should read this book to better identify opportunities to negotiate and build better skills in negotiation.

2 of 6 people found the following review helpful

5.0 out of 5 stars Great Negotiation Resource, Jan 11 2007

By Cheryl A. Throgmorton "CThrog" - Published on Amazon.com

This review is from: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (Paperback)

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.

› Go to Amazon.com to see all 3 reviews 5.0 out of 5 stars