Everyday Negotiation

by Deborah M. Kolb and Judith Williams

Book Overview

Everyday Negotiation shows how to recognize the shadownegotiation-- where the unspoken attitudes, hidden assumptions, andconflicting agendas that drive the bargaining process play out--and how to put that knowledge to work. Originally titled The ShadowNegotiation and named by Harvard Business Review as one the TenBest Books of 2000, this best-selling book revealed how women couldmaster the hidden agendas that determine bargaining success. Now, the...

• Format: Paperback
• Language: English
• ISBN: 0787965014
• ISBN13: 9780787965013
• Release Date: January 2003
• Publisher: Jossey-Bass
• Length: 400 Pages
• Weight: 1.18 lbs.
• Dimensions: 1.2" x 6.0" x 8.9"

Customer Reviews

Everyday Negotiation - navigating the hidden agendas in bargaining

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.

Great Negotiation Resource

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.