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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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Description
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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 and provides a clear, practical guide to the hidden machinations that are at work in every bargaining situation.
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