Everyday negotiation : navigating the hidden agendas in bargaining (Book, 2003) [WorldCat.org]
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Everyday negotiation : navigating the hidden agendas in bargaining

Everyday negotiation : navigating the hidden agendas in bargaining

Author: Deborah M Kolb; Judith Williams; William Ury
Publisher: San Francisco, CA : Jossey-Bass, [2003] ©2003
Series: Jossey-Bass business & management series.
Edition/Format:   Print book : English : Revised editionView all editions and formats

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  Read more...


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Document Type: Book
All Authors / Contributors: Deborah M Kolb; Judith Williams; William Ury
ISBN: 9780787965013 0787965014
OCLC Number: 960974305
Notes: Previously published under title: The shadow negotiation: how women can master the hidden agendas that determine bargaining success, Simon & Schuster, New York, 2000.
Description: xviii, 377 pages ; 23 cm.
Contents: Foreword / William Ury --
Introduction: Recognizing the hidden agendas in everyday negotiation --
Part One: The power of advocacy: promoting your interests effectively --
Chapter 1. Staying out of your own way --
Chapter 2. Making strategic moves --
Chapter 3. Resisting challenges. Part Two: The promise of connection: Building a collaborative relationship --
Chapter 4. Laying the groundwork --
Chapter 5. Engaging your counterpart --
Chapter 6. Getting collaboration to work. Part Three: Putting it all together: Balancing advocacy and connection --
Chapter 7. Crafting agreements --
Chapter 8. Negotiating Change.
Series Title: Jossey-Bass business & management series.
Responsibility: Deborah M. Kolb and Judith Williams ; foreword by William Ury.
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