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Deborah M. Kolb
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Everyday Negotiation: Navigating the Hidden Agendas in Bargaining Paperback – Jan. 23 2003

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Deborah M. Kolb (Author)
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Deborah M. Kolb (Author), Judith Williams (Author)
4.5 out of 5 stars 36 ratings
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Previous page
  1. Print length
    400 pages
  2. Language
    English
  3. Publisher
    Jossey-Bass
  4. Publication date
    Jan. 23 2003
  5. Dimensions
    15.24 x 2.31 x 22.86 cm
  6. ISBN-10
    0787965014
  7. ISBN-13
    978-0787965013
  8. See all details
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  • Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
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  • Getting to Yes: Negotiating Agreement Without Giving In
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  • Beyond Reason: Using Emotions as You Negotiate
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Product description

From the Inside Flap

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.

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.

Product details

  • Publisher ‏ : ‎ Jossey-Bass; 1st edition (Jan. 23 2003)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 400 pages
  • ISBN-10 ‏ : ‎ 0787965014
  • ISBN-13 ‏ : ‎ 978-0787965013
  • Item weight ‏ : ‎ 514 g
  • Dimensions ‏ : ‎ 15.24 x 2.31 x 22.86 cm
  • Customer Reviews:
    4.5 out of 5 stars 36 ratings

About the author

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Deborah M. Kolb

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Negotiating At Work author Deborah M. Kolb is a foremost authority on leadership, negotiation, and gender.

Deborah--a globally recognized advisor to many of today's most senior women and organizations--is a revered professor, acclaimed author, and media commentator.

Deborah is also an in-demand speaker to Fortune 1000 companies, top associations, women's groups, and more where she helps audiences address the real issues that keep women and high-potential leaders from advancing faster--and in greater numbers--to the top. Audiences gain many benefits from her work as they learn to:

* Understand the hidden barriers that often go unrecognized in organizations

* Develop new concrete strategies and skills required to navigate these barriers

* Secure wins for high potential leaders and those around them that become big gains for the organization as a whole

For more, visit DeborahMKolb.com.

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4.5 out of 5 stars
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