Cover image for Everyday negotiation : navigating the hidden agendas in bargaining
Everyday negotiation : navigating the hidden agendas in bargaining
Kolb, Deborah M.
Personal Author:
Revised edition.
Publication Information:
San Francisco, CA : Jossey-Bass, [2003]

Physical Description:
xviii, 377 pages ; 23 cm.
General Note:
Rev. ed. of: Shadow negotiation, 2000.
Subject Term:
Electronic Access:
Table of contents
Format :


Call Number
Material Type
Home Location
Item Holds
BF637.N4 K655 2003 Adult Non-Fiction Non-Fiction Area
BF637.N4 K655 2003 Adult Non-Fiction Central Closed Stacks

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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

Author Notes

Deborah M. Kolb is professor of management at Simmons School of Management and the former executive director of the Program on Negotiation at Harvard Law School.

Table of Contents

William Ury
Forewordp. xi
Prefacep. xv
Introduction: Recognizing the Hidden Agendas in Everyday Negotiationp. 1
Part 1 The Power of Advocacy: Promoting Your Interests Effectively
Chapter 1 Staying Out of Your Own Wayp. 27
Chapter 2 Making Strategic Movesp. 73
Chapter 3 Resisting Challengesp. 120
Part 2 The Promise of Connection: Building a Collaborative Relationship
Chapter 4 Laying the Groundworkp. 171
Chapter 5 Engaging Your Counterpartp. 194
Chapter 6 Getting Collaboration to Workp. 234
Part 3 Putting It All Together: Balancing Advocacy and Connection
Chapter 7 Crafting Agreementsp. 277
Chapter 8 Negotiating Changep. 319
Notesp. 343
Bibliographyp. 353
Indexp. 363
About the Authorsp. 375