Negotiating Genuinely : Being Yourself in Business / Shirli Kopelman.

Format:

Book

Author/Creator:

Kopelman, Shirli, Author.

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (100 p.)

Place of Publication:

Stanford, CA : Stanford University Press, [2020]

Language Note:

English

Summary:

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.

Contents:

Frontmatter

Contents

preface

Acknowledgments

1. A Positive Negotiation Framework

2. Being Genuine In Business: Wearing One Hat

3. Why One Integral Hat In Negotiations?

4. Builiding Hat-to-Hat (H₂H) Business Relationships

5. Navigating H₂H Communication And Strategic Emotions

6. Pursuing Extraordinary Success

Key References And Selected Readings

Notes:

Description based upon print version of record.

Includes bibliographical references.

Description based on online resource; title from PDF title page (publisher's Web site, viewed 23. Jul 2020)

ISBN:

9780804792110

0804792119

OCLC:

1178770183