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

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

Book Description

ISBN-10: 0787965014 | ISBN-13: 978-0787965013 | Publication Date: January 8, 2003 | Edition: 1

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

Editorial Reviews

From the Back Cover

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
Everyday Negotiation provides a clear, practical guide to the hidden machinations that are at work in every bargaining situation.

About the Author

Deborah M. Kolb is professor of management at Simmons School of Management and the former executive director of the Program on Negotiation at Harvard Law School. She is the author of When Talk Works (Jossey-Bass).
Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women. Williams and Kolb are coauthors of The Shadow Negotiation, named as one of the Ten Best Books of 2000 by Harvard Business Review.

Product Details

• Paperback: 320 pages
• Publisher: Jossey-Bass; 1 edition (January 8, 2003)
• Language: English
• ISBN-10: 0787965014
• ISBN-13: 978-0787965013
• Product Dimensions: 8.9 x 6.1 x 1.1 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #157,741 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

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

By 

Wanda G. Thompson "conflict coach" (Seattle, Wa USA) - See all my reviews
(REAL NAME)   

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.

2 of 6 people found the following review helpful:

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

By 

Cheryl A. Throgmorton "CThrog" (St. Louis, MO USA) - See all my reviews

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.