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EVERYDAY NEGOTIATION: NAVIGATING THE HIDDEN AGENDAS IN BARGAINING

EVERYDAY NEGOTIATION: NAVIGATING THE HIDDEN AGENDAS IN BARGAINING
Author: Deborah Kolb & Judith Williams
Publisher: John Wiley & Sons
Total Pages: 408
Release: 2006
Genre:
ISBN: 9788126510849
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Market_Desc: · General Business Readers· Professionals at any Level· Lawyers· Negotiators· Facilitators· Conflict Resolution Audience· MBA Students Special Features: · Foreword by William Ury of the Program on Negotiation at Harvard Law School and co-author of Getting to Yes· A basic (and very useful guide) to negotiating in all types of settings and situations· Filled with illustrative examples of successful everyday negotiations· Deborah Kolb is a leader in the field of negotiation About The Book: Everyday Negotiation provides readers with a clear insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. The authors show why you must pay as much attention to you own acts of self-sabotage as to the moves others make. Readers will learn that by bargaining more strategically, they can establish the terms of the negotiation while also encouraging open communication essential to a collaborative discussion.

Everyday Negotiation

Everyday Negotiation
Author: Deborah M. Kolb
Publisher:
Total Pages: 377
Release: 2003
Genre: Negotiation
ISBN:
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The Shadow Negotiation

The Shadow Negotiation
Author: Deborah Kolb
Publisher: Simon and Schuster
Total Pages: 277
Release: 2001-02-13
Genre: Business & Economics
ISBN: 0743215125
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At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

Negotiating at Work

Negotiating at Work
Author: Deborah M. Kolb
Publisher: John Wiley & Sons
Total Pages: 292
Release: 2015-01-27
Genre: Business & Economics
ISBN: 1118352416
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Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.

250 Questions for Starting a Nonprofit

250 Questions for Starting a Nonprofit
Author: Martin Stephens
Publisher: Simon and Schuster
Total Pages: 208
Release: 2014-12-05
Genre: Business & Economics
ISBN: 1440584559
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An essential guide to launching a nonprofit organization! From budgets to bylaws, 250 Questions for Starting a Nonprofit provides you with the knowledge you need to make a plan, set realistic goals, and obtain sustainable financing for your nonprofit. This easy-to-understand guide walks you through each step of the process with Q&As that show you how to turn a grassroots idea into a federally recognized organization. Inside, you'll find detailed explanations on: The differences and similarities between organizations and corporations Publicizing and advertising through social media Using crowdsourcing sites like Kickstarter to raise money Forming the initial board of directors and filing incorporation documents Attracting the best volunteers and staff members With the expert advice in 250 Questions for Starting a Nonprofit, you will transform your vision into a thriving nonprofit organization.

Her Place at the Table

Her Place at the Table
Author: Deborah M. Kolb
Publisher: John Wiley & Sons
Total Pages: 256
Release: 2010-08-26
Genre: Business & Economics
ISBN: 0470944668
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Thoroughly revised and updated and with a new Introduction by the authors, this paperback edition of Her Place at the Table draws on extensive interviews with women leaders to help all women negotiate their path to leadership success. A Woman's Guide to Taking Her Place at the Leadership Table "It's time for women to take their places at the leadership tables alongside men. Why? Because the skills we developed at the foot of the table—bringing people together, building bridges across differences, and thinking outside the box—are in great demand. But to use this time and these skills to the greatest advantage, read this book. The authors have set a great meal for you...just devour it." —Marie C. Wilson, president and founder, The White House Project "Does she have the right stuff? That question follows women whenever they are promoted to visible leadership positions. Her Place at the Table lays out the pragmatic moves that can help any woman in business show she has the right stuff. I encourage all women with leadership aspirations to use this book as a guide." —Patricia Fili-Krushel, executive vice president, Time Warner "Women roar—they are the leaders we need in corporations today, but there are still some barriers. This book will help individual women negotiate what they need to succeed as leaders and help their firms support them in their efforts. That way we all win!" —Tom Peters, management consultant and author, Reimagine! Business Excellence in a Disruptive Age For more information about Her Place at the Table or a group discussion guide, visit http://www.herplaceatthetable.com. Completely Updated with a New Introduction by the Authors

The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture
Author: Michele J. Gelfand
Publisher: Stanford University Press
Total Pages: 478
Release: 2004
Genre: Business & Economics
ISBN: 0804745862
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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Ask For It

Ask For It
Author: Linda Babcock
Publisher: Bantam
Total Pages: 339
Release: 2009-01-27
Genre: Business & Economics
ISBN: 0553384554
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From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.

Strategic Management

Strategic Management
Author: Richard Lynch
Publisher: SAGE
Total Pages: 1244
Release: 2021-04-07
Genre: Business & Economics
ISBN: 1529760321
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The 9th edition of this comprehensive core textbook builds on its global perspective and approachable written style, as it explores the key concepts within a clear and logical structure. Lynch guides you through 19 chapters, with updated case studies and pedagogy that support the modern business and management student from start to finish. Continuous contrast between prescriptive and emergent views of strategy highlights key debates within the discipline, whilst an emphasis on the practical throughout the book helps you turn theory into practice

Negotiation

Negotiation
Author: Carrie J Menkel-Meadow
Publisher: Aspen Publishing
Total Pages: 624
Release: 2020-09-14
Genre: Law
ISBN: 1543823203
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The purchase of this ebook edition does not entitle you to receive access to the Connected eBook on CasebookConnect. You will need to purchase a new print book to get access to the full experience including: lifetime access to the online ebook with highlight, annotation, and search capabilities, plus an outline tool and other helpful resources. A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers the theory, skills, ethical issues, and legal and policy analyses relevant to all key areas of negotiation practice. Carefully selected cases are supported by key readings, from critical articles and empirical studies to statutes and regulations. Negotiation: Processes for Problem Solving looks at the latest interdisciplinary approaches to negotiation, including new empirical studies examining on-line negotiation, social and cognitive psychology, gender, race, culture and negotiation, and multiple party negotiation. An introduction to facilitated negotiation (mediation and meeting facilitation) is also included. New research is distilled for use by law students and practicing lawyers. New and complex examples from international negotiation problems come from both private and public environments. The book also explores new forms of complex negotiation in international, multi-party and diverse settings and considers negotiators as problem-solving lawyers. The text is perfectly suited to free standing negotiation courses in American and foreign law schools. Problem boxes, set off in the book, make for easy classroom exercises and teaching. New to the Third Edition: Online and other media forms of negotiation New articles from both research and practice books Shorter excerpts for distilled treatment of issues Comprehensive treatment of negotiation preparation, including client interviewing and counseling Analysis of choice of negotiation approaches to match particular contexts Professors and students will benefit from: A thorough treatment of negotiation skills, ethics, and problem-solving techniques Theory and different frameworks for analyzing negotiation contexts Legal and policy analyses relevant to all key areas of negotiation practice Carefully selected cases and problem sets supported by key readings, from critical articles and empirical studies to statutes and regulations Latest interdisciplinary approaches to negotiation Negotiation research distilled for law students and practicing lawyers Deep discussion of negotiators as problem-solving lawyers Complex examples from international negotiation problems in both private and public environments new forms and facilitation of complex negotiation in international, multi-party, and diverse settings