Everyday Negotiation
Navigating the Hidden Agendas in Bargaining
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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 negotiation. Bargainers are constantly manoeuvring to determine whose interests and needs will hold sway. This text provides readers with a clear, insightful guide to the common stumbling blocks of successful negotiations and shows how to overcome them. It shows why you must pay as much attention to your own acts of self-sabotage as to the moves others make. The book also contains lessons on how, by bargaining more...
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 negotiation. Bargainers are constantly manoeuvring to determine whose interests and needs will hold sway. This text provides readers with a clear, insightful guide to the common stumbling blocks of successful negotiations and shows how to overcome them. It shows why you must pay as much attention to your own acts of self-sabotage as to the moves others make. The book also contains lessons on how, by bargaining more strategically, we can establish the terms of the negotiation while also encouraging the open communication essential to a collaborative discussion.
