Each time people bargain over issues–a promotion, a contract with a new client, a bigger role in decision-making–a parallel negotiation unfolds beneath the surface of the formal negotiation. Bargainers are constantly maneuvering to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. Everyday Negotiation–previously relased in hardcover by SaS as The Shadow Negotaiation–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.
Book Details:
- Author: Deborah M. Kolb
- ISBN: 9780787965013
- Year Published: 2003
- Pages: 400
- BISAC: BUS060000, BUSINESS & ECONOMICS/Small Business
About the Book and Topic:
Each time people bargain over issues–a promotion, a contract with a new client, a bigger role in decision-making–a parallel negotiation unfolds beneath the surface of the formal negotiation. Bargainers are constantly maneuvering to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. Everyday Negotiation–previously relased in hardcover by SaS as The Shadow Negotaiation–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.
Foreword by William Ury of the Program on Negotiation at Harvard Law School and co-author of Getting to Yes. * A basic (and very useful guide) to negotiating in all types of settings and situations. * Filled with illustrative examples of successful everyday negotiations. * Deborah Kolb is a leader in the field of negotiation.
About the Author
Deborah M. Kolb is a Professor of Management at Simmons Graduate School of Management and former codirector 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. Foreword by William Ury, Program on Negotiation at Harvard Law School, co-author of Getting to Yes.