num_pages: 377
description: Overcome obstacles to successful negotiation—including the ones you create yourselfEach time people bargain over issues, a parallel negotiation unfolds beneath the surface of the formal negotiation. Everyday Negotiation provides a clear, insightful guide to the common stumbling blocks of successful negotiations and tells how to overcome them. The authors show readers how, by bargaining more strategically, they can establish the terms of the negotiation while also encouraging the open communication essential to a collaborative discussion. Originally published as The Shadow Negotiation&lt;?i&gt;—and named one of the Harvard Business Review's Best Business Books of 2000—this book is now available in paperback for the first time. Author Biography: Deborah M. Kolb, PhD (Brookline, MA), is Professor of Management at Simmons Graduate School of Management and a Senior Fellow and former executive director of the Program on Negotiation at Harvard Law School. Judith Williams, PhD (Cambridge, MA), who has worked in publishing and investment banking, established in 1990 a not-for-profit organization dedicated to the study of organizational change and how women can promote it.
language: English
title: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
titlecomplete: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
genres: Nonfiction, Management, Business
ratings_count: 54
publisher: Jossey-Bass