Negotiating Genuinely® means being yourself—your best, integral self—in strategic conversations. When you negotiate both genuinely and strategically, you can maximize gains for yourself as well as co-create more resources for others. Negotiation conjures up high-stake deals, job promotions, and buying a car or house; more often, negotiations are casual and fluid conversations we find ourselves in every day, whether we want to persuade someone at a staff meeting, move a project timeline, or coordinate dinner plans. Negotiating is challenging, because in order to succeed you need to both assert your agenda (be competitive) and co-create opportunities (be cooperative).
In Negotiating Genuinely: Being Yourself in Business, Shirli Kopelman introduces an integrated approach that enables people to straddle the most complex dimensions of negotiation more naturally, positively, and successfully. A key driver of positive business, Negotiating Genuinely® helps people to cooperate and compete and build relationships, all at the same time. The book is a fun and easy read, providing insightful, action-oriented exercises along the way.
—Karl E. Weick, University of Michigan and co-author of Managing the Unexpected
—Adam Grant, Wharton professor and author of Give and Take and Think Again
—Jane E. Dutton, University of Michigan’s Ross School of Business, Center for Positive Organizations, and co-author of How to Become a Positive Leader
—Dean Pruitt, School for Conflict Analysis and Resolution, George Mason University
—Jeanne Brett, Kellogg School of Management, Northwestern University and author of Negotiating Globally
—Gretchen Spreitzer, University of Michigan Ross School of Business Center for Positive Organizations and co-author of How to Become a Positive Leader
—Roy Lewicki, Ohio State University and co-author of Negotiation
Gil Peretz, International speaker, co-author of Obama’s Secrets and Intimate Marketing
Student, University of Michigan Ross School of Business
Stefanie Simmons, MD FACEP
Yun J., Student, University of Michigan Ross School of Business
Lior G., Alumni, University of Michigan Ross School of Business
Neil Tudiver, PhD Labor & Industrial Relations