Negotiating Genuinely Being Yourself in Business - Kopelman, Shirli (Stanford University Press, 2014)
Preface; Acknowledgments; 1. A Positive Negotiation Framework; 2. Being Genuine in Business: Wearing One Hat; 3. Why One Integral Hat in Negotiations?; 4. Building Hat-to-Hat (H2H) Business Relationships; 5. Navigating H2H Communication and Strategic Emotions; 6. Pursuing Extraordinary Success; Key References and Selected Readings
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. Aut