Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

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Deborah M. Kolb, Ph.D.
and Judith Williams, Ph.D.

with a foreword by
William Ury

Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success.

Everyday Negotiation provides insight into ways of recognizing the shadow negotiation — where unspoken attitudes, hidden assumptions, and conflicting agendas driving the bargaining process play out — and how to put that knowledge to work. Kolb and Williams contribute to negotiation literature and theory with new insights on the hidden context of negotiations, the relationship between parties, the hidden barriers, including those barriers within the individual negotiator, and the hidden opportunities to negotiate in daily life.

In the original best-selling book, Kolb and Williams revealed how women could master the hidden agendas that determine bargaining success. Everyday Negotiation broadens the scope of The Shadow Negotiation, offering illuminating advice for both men and women. Everyday Negotiation focuses on the balance between the power of advocacy, promoting your interests effectively, and the promise of connection, building a collaborative relationship.

Deborah M. Kolb is a professor of management at Simmons School of Management, former Executive Director of the Program on Negotiation at Harvard Law School, and co-director of the PON Research Project The Program on Negotiations in the Workplace.

Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women.

“Plenty of business books break down the fine art of negotiation, but The Shadow Negotiation may be among the first to dig a level deeper and discuss explicitly the interpersonal communications — particularly the gender issues — that determine how people get to yes. The book offers universal insights into the psychological tactics all individuals employ.”
-Harvard Business Review

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