The Shadow Negotiation

Author: Deborah Kolb
Publisher: Simon and Schuster
ISBN: 0743215125
Size: 17.13 MB
Format: PDF, Kindle
View: 751
Download Read Online
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 ...

Lawyer Negotiation

Author: Jay Folberg
Publisher: Wolters Kluwer Law & Business
ISBN: 1454876018
Size: 20.59 MB
Format: PDF, Kindle
View: 894
Download Read Online
Deborah Kolb and Judith Williams describe the “shadow negotiation” — the often
determinative negotiation within a negotiation. In their book, The Shadow
Negotiation: How Women Can Master the Hidden Agendas That Determine
Bargaining Success (2000), they advise: This shadow negotiation takes place
below the surface of any debate over problems. As bargainers try to turn the
discussion of the problem to their advantage or persuade the other side to
cooperate in resolving it, ...

Peace Negotiations In The Shadow Of Violence

Author: Kristine Höglund
Publisher: Martinus Nijhoff
Size: 10.10 MB
Format: PDF, Docs
View: 7334
Download Read Online
Drawing on insights from Guatemala, Northern Ireland, South Africa, and Sri Lanka, this book uncovers some of the principal conditions explaining the influence of violence on negotiation processes.

Bargaining In The Shadow Of The Market

Author: Kalyan Chatterjee
Publisher: World Scientific
ISBN: 9814447587
Size: 75.64 MB
Format: PDF
View: 3117
Download Read Online
Chapters in this book include: a noncooperative theory of coalitional bargaining and features a laboratory experiment relevant to this theory as well as an extension to political negotiations, search for alternative partners, the effect of ...


Author: David S. Hames
Publisher: SAGE Publications
ISBN: 1483332721
Size: 42.48 MB
Format: PDF
View: 4700
Download Read Online
SHADOW. NEGOTIATION. The foregoing describes what most people think and
talk about when discussing a negotiation—the transaction. Underlying all such
transactions, however, is the shadow negotiation (Kolb & Williams, 2003). This
entails the subtle games people play, often before they even get to the table. It is
not about the what of the negotiation. Initial Stage → Middle Stage → Final Stage
Pre-negotiation preparation Formulate arguments & counterarguments
Implement the ...

Everyday Negotiation

Author: Deborah M. Kolb
Publisher: Jossey-Bass
ISBN: 9780787965013
Size: 46.44 MB
Format: PDF, Docs
View: 2954
Download Read Online
Now, the new edition, Everyday Negotiation, broadens the scope and offers the same illuminating advice for both men and women.

Arbitration And Mediation In International Business

Author: Christian Bühring-Uhle
Publisher: Kluwer Law International
ISBN: 9041122567
Size: 78.12 MB
Format: PDF
View: 7774
Download Read Online
To the extent that they are contained in enforceable rules of law, norms take on a
much more significant role: the parties are “bargaining in the shadow of the law”,
424 and legal enforcement procedures provide the yardstick against which no-
agreement alternatives are measured. This interaction between the process and
the concurrent or subsequent litigation has also been called “litigotia- tion”.425
Legal rights constitute bargaining chips, and enforceability becomes at least as ...

Arab Spring

Author: I. William Zartman
Publisher: University of Georgia Press
ISBN: 0820348244
Size: 56.34 MB
Format: PDF, ePub, Mobi
View: 5396
Download Read Online
Collectively, the essays analyze the challenges of uprisers and emerging governments in building a new state on the ruins of a liberated state; the negotiations that lead either to sustainable democracy or sectarian violence; and coalition ...

Escalation And Negotiation In International Conflicts

Author: I. William Zartman
Publisher: Cambridge University Press
ISBN: 9780521856645
Size: 39.80 MB
Format: PDF, Mobi
View: 236
Download Read Online
This chapter offers thoughts on the relationship between deterrence and
escalation, on the one hand, and the broad topic of negotiation, on the other. The
overall relationship is familiar- negotiations frequently take place in the shadow
of deterrence, and negotiations also occur directly via deterrence efforts or other
coercive steps. Escalation is one possible cause or result of deterrence efforts. It
is also something deterrence is often used to prevent, frequently to make
progress toward ...

Negotiating At Work

Author: Deborah M. Kolb
Publisher: John Wiley & Sons
ISBN: 1118420470
Size: 55.66 MB
Format: PDF, Docs
View: 4389
Download Read Online
might say that this book came about as a result of a negotiation. Several years
ago a group of editors informed me that my book Everyday Negotiation would go
out of print unless I revised it. I remember thinking this seemed not so much like a
reality but like a bluff—a standard ploy in negotiation. But it got me thinking about
what I wanted to write now, ten years later, in a book on negotiation and gender.
When Judith Williams and I wrote The Shadow Negotiation in 2000 and then ...