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Negotiating Genuinely: Being Yourself in Bus - Taschenbuch, 9780804790697, Kopelman

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Book Title
Negotiating Genuinely: Being Yourself in Bus- paperback, 97808047
Artist
Kopelman, Shirli
ISBN
9780804790697
Kategorie

Über dieses Produkt

Product Identifiers

Publisher
Stanford University Press
ISBN-10
0804790698
ISBN-13
9780804790697
eBay Product ID (ePID)
202552998

Product Key Features

Number of Pages
104 Pages
Language
English
Publication Name
Negotiating Genuinely : Being Yourself in Business
Publication Year
2014
Subject
Business Ethics, Conflict Resolution & Mediation, Negotiating
Type
Textbook
Subject Area
Business & Economics
Author
Shirli Kopelman
Format
Trade Paperback

Dimensions

Item Height
0.4 in
Item Weight
4.6 Oz
Item Length
8 in
Item Width
5 in

Additional Product Features

Intended Audience
Scholarly & Professional
LCCN
2014-004362
Dewey Edition
23
Reviews
"Kopelman's innovative approach guides negotiators to manage their emotions in a genuine and strategic way that builds positive relationships and unlocks resources. Negotiating Genuinely will enable business people to implement research-based strategies established in the field of negotiations to craft better agreements and increase profits."--Roy Lewicki, Ohio State University and co-author of Negotiation, "Shirli Kopelman develops a playful action-oriented framework to communicate deep and practical insights about the nature of cooperation and competition in negotiations."--Jeanne Brett, Kellogg School of Management, Northwestern University, "All negotiators should read this little gem, which advocates, and provides guidance for, being yourself and mindfully managing your emotions in negotiation. While 'negotiation' often connotes an arms-length, competitive activity, this book shows you how to genuinely navigate 'strategic conversations.'"—Dean Pruitt, School for Conflict Analysis and Resolution, George Mason University, "Shirli Kopelman invites you to revisit and rework your negotiating skills. She wants them to be more genuine. You might think, 'Genuine negotiating? Good luck with that!' But she pulls this off, compactly, colorfully, memorably, and pragmatically. This is a powerful guide that will help you redo something you do every day."—Karl E. Weick, University of Michigan and co-author of Managing the Unexpected, "All negotiators should read this little gem, which advocates, and provides guidance for, being yourself and mindfully managing your emotions in negotiation. While 'negotiation' often connotes an arms-length, competitive activity, this book shows you how to genuinely navigate 'strategic conversations.'"--Dean Pruitt, School for Conflict Analysis and Resolution, George Mason University, "Kopelman's innovative approach guides negotiators to manage their emotions in a genuine and strategic way that builds positive relationships and unlocks resources. Negotiating Genuinely will enable business people to implement research-based strategies established in the field of negotiations to craft better agreements and increase profits."—Roy Lewicki, Ohio State University and co-author of Negotiation, "Shirli Kopelman invites you to revisit and rework your negotiating skills. She wants them to be more genuine. You might think, 'Genuine negotiating? Good luck with that!' But she pulls this off, compactly, colorfully, memorably, and pragmatically. This is a powerful guide that will help you redo something you do every day."--Karl E. Weick, University of Michigan and co-author of Managing the Unexpected, "Shirli Kopelman develops a playful action-oriented framework to communicate deep and practical insights about the nature of cooperation and competition in negotiations."—Jeanne Brett, Kellogg School of Management, Northwestern University
Illustrated
Yes
Dewey Decimal
658.4/052
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., 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., Author Shirli Kopelman shows us that successful negotiation is not solely driven by calculated self-interest; as a negotiator it is possible to be both strategic and real. Kopelman's techniques and exercises will teach readers how to reconcile the disparate hats that they wear in everyday life--with families, friends, and colleagues--into one "integral hat" to wear at the negotiation table.
LC Classification Number
HD58

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