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Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
Deborah M. Kolb, Ph.D., Program on Negotiation, Harvard Law School
Judith Williams, Ph.D., Cambridge, Massachusetts
ISBN: 978-0-7879-6501-3
©2003
400 pages
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Detailed 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.

About the Authors.  

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