Foreword by William Ury. Preface. Introduction Recognizing the Hidden Agendas in Everyday Negotiation. Part One: The Power of Advocacy: Promoting Your Interests Effectively. Chapter 1. Staying Out of Your Own Way. Chapter 2. Making Strategic Moves. Chapter 3. Resisting Challenges. Part Two: The Promise of Connection: Building a Collaborative Relationship. Chapter 4. Laying the Groundwork. Chapter 5. Engaging Your Counterpart. Chapter 6. Getting Collaboration to Work. Part Three: Putting It All Together: Balancing Advocacy and Connection. Chapter 7. Crafting Agreements. Chapter 8. Negotiating Change. Notes. Bibliography. Index. About the Authors.
Deborah M. Kolb is professor of management at Simmons School of Management and the former executive director of the Program on Negotiation at Harvard Law School. She is the author of When Talk Works (Jossey-Bass). Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women. Williams and Kolb are coauthors of The Shadow Negotiation, named as one of the Ten Best Books of 2000 by Harvard Business Review.