NEGOTIATING GENUINELY BEING YOURSELF IN BUSINESS (PB 2014)

CP Stanford UP

ISBN 10: 0804790698 / ISBN 13: 9780804790697

Published by SP Stanford UP, 2014

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Synopsis:

We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely.

One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Author Shirli Kopelman argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches readers how to reconcile the disparate hats that they wear in everyday life―with families, friends, and colleagues―bringing one "integral hat" to the negotiation table. Kopelman develops and shares techniques that illuminate this approach; exercises along the way help readers to negotiate more naturally, positively, and successfully.

About the Author: Shirli Kopelman is a leading researcher, expert, and educator in the field of negotiations at the University of Michigan's Ross School of Business. She is Faculty Director of Business Practice at the Center for Positive Organizations and Executive Director of the International Association for Conflict Management.

Bibliographic Details

Title: NEGOTIATING GENUINELY BEING YOURSELF IN ...
Publisher: SP Stanford UP
Publication Date: 2014
Binding: Soft cover
Condition: Brand New