64,25 €
71,39 €
-10% with code: EXTRA
Transformative Negotiation
64,25 € 
- We will send in 10–14 business days.
This urgently needed next-generation negotiation text promises to shake up the field and center negotiation skills in the pursuit of social justice. Transformative Negotiation is filled with cases, activities, and discussion prompts that bring theory into action for a new generation of negotiation students. Instead of the usual examples of big corporate deals or a hostage crisis, this book explores the sorts of real-world examples that Sarah Federman's own students bring to class, such as negot…
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- Author: Sarah Federman
- Publisher: University of California Press
- ISBN-10: 0520386930
- ISBN-13: 9780520386938
- Format: 15 x 22.6 x 2.2 cm, softcover
- Language: English
- SAVE -10% with code: EXTRA
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Description
This urgently needed next-generation negotiation text promises to shake up the field and center negotiation skills in the pursuit of social justice. Transformative Negotiation is filled with cases, activities, and discussion prompts that bring theory into action for a new generation of negotiation students. Instead of the usual examples of big corporate deals or a hostage crisis, this book explores the sorts of 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. It centers an understanding of power and oppression as core to negotiation and argues that negotiation is central to social mobility and social change. 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. The same strategies used in the boardroom, if deployed in the streets, can lead to dangerous altercations. Based on the wisdom of over 100 individuals who negotiate successfully from the margins, Transformative Negotiation provides tools for those who need them most and guidance for instructors and managers wishing to support them.EXTRA 10 % discount with code: EXTRA
64,25 €
71,39 €
We will send in 10–14 business days.
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The discount code is valid when purchasing from 10 €. Discounts do not stack.
- Author: Sarah Federman
- Publisher: University of California Press
- ISBN-10: 0520386930
- ISBN-13: 9780520386938
- Format: 15 x 22.6 x 2.2 cm, softcover
- Language: English English
This urgently needed next-generation negotiation text promises to shake up the field and center negotiation skills in the pursuit of social justice. Transformative Negotiation is filled with cases, activities, and discussion prompts that bring theory into action for a new generation of negotiation students. Instead of the usual examples of big corporate deals or a hostage crisis, this book explores the sorts of 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. It centers an understanding of power and oppression as core to negotiation and argues that negotiation is central to social mobility and social change. 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. The same strategies used in the boardroom, if deployed in the streets, can lead to dangerous altercations. Based on the wisdom of over 100 individuals who negotiate successfully from the margins, Transformative Negotiation provides tools for those who need them most and guidance for instructors and managers wishing to support them.
Reviews