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One of Forbes' "10 Books that Will Make You a Better Negotiator"
A Porchlight Best Business Book Awards Winner
A contemporary and inclusive how-to guide to everyday negotiation that centers 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.
A Porchlight Best Business Book Awards Winner
A contemporary and inclusive how-to guide to everyday negotiation that centers 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.
Price: $29.95
Pages: 288
Publisher: University of California Press
Imprint: University of California Press
Publication Date:
22 August 2023
Trim Size: 9.00 X 6.00 in
ISBN: 9780520386938
Format: Paperback
BISACs:
"A fresh and ambitious take on the art of negotiating. . . . With great insight and precision, Federman considers how the experiences of the socially mobile are useful for understanding negotiation practices in new ways—e.g., by considering examples of people negotiating with courts to reduce their alimony or to avoid eviction. . . . Essential."
Sarah Federman (http://www.sarahfederman.com) is Associate Professor of Conflict Resolution at the University of San Diego’s Kroc School of Peace Studies. Federman is the author of several books including the award-winning Last Train to Auschwitz: The French National Railways and the Journey to Accountability. She comes to this work after a decade as an international advertising executive negotiating in over 10 countries with companies such as Google, Discovery, Bloomberg, and the NFL.
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
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