Description
Book SynopsisAuthor 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.
Trade Review"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 *
"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 *
"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 *
