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020			_a81-265-1084-6
082			_a658.4052 _bKOL/WIL
100			_aKolb, Deborah M: Williams, Judith _922765
245			_aEveryday Negotiation _bNavigating The Hidden Agendas In Bargaining _cKolb, Deborah M.
260			_bWiley India Pvt Ltd. _aNew Delhi _c2007
300			_aXVIII, 377
505			_aTable of Contents Foreword by William Ury. 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.
520			_aDescription 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
650			_aNegotiation, Negotiation Skills _922766
942			_2ddc _cBK
999			_c39178 _d39178