Everyday Negotiation
Navigating the Hidden Agendas in Bargaining
1. Edition January 2003
400 Pages, Softcover
Wiley & Sons Ltd
Short Description
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. And the book contains lessons on how by bargaining more strategically, we can establish the terms of the negotiation while also encouraging open communication essential to a collaborative discussion.
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
Preface.
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.
Notes.
Bibliography.
Index.
About the Authors.
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.