Description

Book Synopsis
A 2023 Porchlight Best Business Book Awards WinnerTakes the whole subject of negotiation out of the corporate boardroom and very effectively situates it squarely in the world of everyday people.Kirkus ReviewsA contemporary and inclusive how-to guide to everyday negotiation thatcenters social justice and equity. Transformative Negotiation advances an understanding of power and oppression as core to negotiation, arguing that negotiation is central to social mobility and social change. Bringing theory into action, the book explores the real-world examples that Sarah Federman's own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees. Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. This book provides tools to help readers gain confidence in their everyday negotiation skills and link personal success to social transformation.

Table of Contents
Contents

Introduction
1 Imagine
2 Ask
3 Give
4 Money
5 Digital (#Facepalm)
6 Power
7 Gender, Sex, and Race
8 Guns, Addiction, and an Orchestra
Conclusion

Notes
Acknowledgments
References
Index

Transformative Negotiation

    Product form

    A Paperback / softback by Sarah Federman

    £22.50

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    RRP £25.00 – you save £2.50 (10%)

    Order before 4pm tomorrow for delivery by Tue 20 Oct 2026.

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      Book details

      Publisher University of California Press
      Published 22 August 2023
      ISBN-13 9780520386938
      978-0520386938
      ISBN-10 0520386930
      Also in:
      Business negotiation

      Description

      Book Synopsis
      A 2023 Porchlight Best Business Book Awards WinnerTakes the whole subject of negotiation out of the corporate boardroom and very effectively situates it squarely in the world of everyday people.Kirkus ReviewsA contemporary and inclusive how-to guide to everyday negotiation thatcenters social justice and equity. Transformative Negotiation advances an understanding of power and oppression as core to negotiation, arguing that negotiation is central to social mobility and social change. Bringing theory into action, the book explores the real-world examples that Sarah Federman's own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees. Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. This book provides tools to help readers gain confidence in their everyday negotiation skills and link personal success to social transformation.

      Table of Contents
      Contents

      Introduction
      1 Imagine
      2 Ask
      3 Give
      4 Money
      5 Digital (#Facepalm)
      6 Power
      7 Gender, Sex, and Race
      8 Guns, Addiction, and an Orchestra
      Conclusion

      Notes
      Acknowledgments
      References
      Index

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