- Paperback: 100 pages
- Publisher: Stanford Briefs; 1 edition (April 16, 2014)
- Language: English
- ISBN-10: 0804790698
- ISBN-13: 978-0804790697
- Product Dimensions: 5 x 0.5 x 8 inches
- Shipping Weight: 5.8 ounces (View shipping rates and policies)
- Average Customer Review: 9 customer reviews
- Amazon Best Sellers Rank: #905,396 in Books (See Top 100 in Books)
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Negotiating Genuinely: Being Yourself in Business 1st Edition
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"Kopelman's innovative approach guides negotiators to manage their emotions in a genuine and strategic way that builds positive relationships and unlocks resources. Negotiating Genuinely will enable business people to implement research-based strategies established in the field of negotiations to craft better agreements and increase profits." (Roy Lewicki)
"All negotiators should read this little gem, which advocates, and provides guidance for, being yourself and mindfully managing your emotions in negotiation. While 'negotiation' often connotes an arms-length, competitive activity, this book shows you how to genuinely navigate 'strategic conversations.'" (Dean Pruitt, School for Conflict Analysis and Resolution George Mason University)
"Shirli Kopelman invites you to revisit and rework your negotiating skills. She wants them to be more genuine. You might think, 'Genuine negotiating? Good luck with that!' But she pulls this off, compactly, colorfully, memorably, and pragmatically. This is a powerful guide that will help you redo something you do every day." (Karl E. Weick)
"Shirli Kopelman develops a playful action-oriented framework to communicate deep and practical insights about the nature of cooperation and competition in negotiations." (Jeanne Brett, Kellogg School of Management Northwestern University)
About the Author
Shirli Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan's Ross School of Business. She is Faculty Director of Business Practice at the Center for Positive Organizations and Executive Director of the International Association for Conflict Management.
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I never had the chance to take her class, and after reading this book I kinda regret it.
While most negotiation books focus on the technical aspects of negotiation (alternatives, tactics, etc.), Shirli is much more thorough and considers the negotiation process as more of an everyday activity, rather than a singular event. i.e. not just selling a house or negotiating a lease but also dividing the project's tasks between you and your colleague and deciding whose turn it is to wash the dishes at home.
This book reviews that process and suggests an approach that will enable you to "negotiate genuinely", that is - to manage your negotiations in a positive way that emphasize cooperation. Trust me, you don't want to negotiate the dish washing aggressively, even if you win - your victory will not last long...
The bottom line is that this book will teach you how to identify those everyday negotiations and manage those in a sustainable manner.
Becoming a genuine negotiator is about integrating yourself. It’s about simultaneously being you, for example, a CEO, a father, a husband, an uncle, a professional speaker, a citizen, a friend, or so on.
Kopelman shows us how we develop fixed mindset attitudes in our negotiations, which lead to leaving money on the table. The book is more than a theory. Kopelman demonstrates how to adopt her new mindset for success.
The process of negotiating genuinely begins with the internal question, “Who am I when I negotiate?” Then, the book shows you how to find the different hats you wear in different situations, before you integrate them to “Your hat”. It’s a fun exercise which makes the book be more effective than one might think before reading it. After applying the process it enables you to be more creative, cooperative and competitive, in order to achieve beyond what you might know about “win-win” outcomes.
To be both cooperative AND competitive requires us to focus on the word be, and the book shows you the process to start focusing on that. I recommend reading it twice. First, read it from cover to cover, in order to get used to the new concepts. Then, read it slowly, apply the exercises, and focus on being yourself in every moment you deal with people.
I have trained negotiation and communication skills around the globe, and I agree with the author, that the right genuine attitude is a great formula to achieve extraordinary results in life.
For those interested in improving their leadership skills and their relationship skills, this is a must read.”
Gil Peretz, International speaker, co-author of Obama’s Secrets and Intimate Marketing
Most books and courses require you to follow rules that are not always aligned with your personality making the execution awkward and unnatural. Negotiating Genuinely is a perfect guide for negotiating successfully while being your true self.