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Everyday Negotiation: Navigating The Hidden Agendas In Bargaining
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ISBN
:
9788126510849
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Publisher
:
Wiley India Pvt Ltd
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Subject
:
Business & Management
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Binding
:
Paperback
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Pages
:
400
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Year
:
2006
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399.0
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355.0
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Description
Everyday Negotiation provides readers with a clear insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. The authors show why you must pay as much attention to you own acts of self-sabotage as to the moves others make. Readers will learn that by bargaining more strategically, they can establish the terms of the negotiation while also encouraging open communication essential to a collaborative discussion. About The Author Deborah M. Kolb is a Professor of Management at Simmons Graduate School of Management and former co director of its Center for Gender and Organizations. She is a senior fellow and former Executive Director of the Program on Negotiation at Harvard Law School. She lives in Brookline, Massachusetts. Judith Williams has worked in publishing and investment banking. In 1990 she established a not-for- profit organization dedicated to the study of organizational change and how women can promote it. She lives in Cambridge, Massachusetts. Table Of Contents Foreword by William Ury Preface Introduction Recognizing the Hidden Agendas in Everyday Negotiation Part I: The Power of Advocacy: Promoting Your Interests Effectively Staying Out of Your Own Way Making Strategic Moves Resisting Challenges Part II: The Promise of Connection: Building a Collaborative Relationship Laying the Groundwork Engaging Your Counterpart Getting Collaboration to Work Part III: Putting It All Together: Balancing Advocacy and Connection. Crafting Agreements Negotiating Change Notes Bibliography Index
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Author Biography
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