The Shadow Negotiation

Author: Deborah Kolb
Publisher: Simon and Schuster
ISBN: 0743215125
Size: 15.35 MB
Format: PDF, Kindle
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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 ...

Everyday Negotiation

Author: Deborah M. Kolb
Publisher: Jossey-Bass
ISBN: 9780787965013
Size: 63.24 MB
Format: PDF, Docs
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Now, the new edition, Everyday Negotiation, broadens the scope and offers the same illuminating advice for both men and women.

Arab Spring

Author: I. William Zartman
Publisher: University of Georgia Press
ISBN: 0820348244
Size: 77.83 MB
Format: PDF, ePub
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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 ...


Author: David S. Hames
Publisher: SAGE Publications
ISBN: 1483332721
Size: 60.51 MB
Format: PDF, ePub
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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 ...

Negotiating At Work

Author: Deborah M. Kolb
Publisher: John Wiley & Sons
ISBN: 1118420470
Size: 15.28 MB
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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 ...

Her Place At The Table

Author: Deborah M. Kolb
Publisher: John Wiley & Sons
ISBN: 0787976822
Size: 80.42 MB
Format: PDF, ePub, Docs
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Actually, men should read this book if they hope to keep up!" –Betty Spence, president, National Association of Female Executives For more information about Her Place at the Table or a group discussion guide, visit the authors’ website ...

In The Shadow Of Marriage

Author: Anne M. O. Griffiths
Publisher: University of Chicago Press
ISBN: 9780226308739
Size: 10.47 MB
Format: PDF, Kindle
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Negotiation. and. Dispute. So far this book has set the broader context within
which women's pro- creative relationships with men are situated. It has
established the economic, political, and social processes which shape family and
household networks of which these individuals form part. The detailed analysis of
life histories over generations not only demonstrates the crucial role that access
to resources (including marriage) occupies in constructing people's lives, but also
highlights ...

Peace Negotiations In The Shadow Of Violence

Author: Kristine Höglund
Publisher: Martinus Nijhoff
Size: 38.37 MB
Format: PDF, Docs
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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.

Dear Success Seeker

Author: Michele R. Wright
Publisher: Simon and Schuster
ISBN: 1416571213
Size: 41.16 MB
Format: PDF, Kindle
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Professor; Author of The Shadow Negotiation, One of Harvard Business Review's
Ten Best Business Books of 2000 Dear Success Seeker . . . Lots of people think
negotiation is something that happens when they buy a car or when sports stars
hold out for big salaries to play ball. But money doesn't have to change hands for
nego- tiation to take place. every day we negotiate about our work and our
relationships. every day we negotiate opportunities for the future. Sometimes we

In The Shadow Of The Law

Author: Phillip A. Swain
Publisher: Federation Press
ISBN: 9781862877184
Size: 28.29 MB
Format: PDF, Kindle
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The legislative provisions continue to become more complex, so that even a well-
educated appellant may have difficulty in the absence of legal advice in
negotiating a pathway through myriad provisions across a variety of inter-
dependent legislation. As noted above, an income support recipient may be
unaware of the right of external review, or may be discouraged from pursuing
such a course of action by their experience of primary decision-making. The
public and political vilification ...