Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

Part 3: Putting It All Together: Balancing Advocacy and Connection

Chapter 7: Crafting Agreements

Pushing p. 281

• Pushing and the tools of advocacy p. 282
• Blending in connection p.284

Packaging p. 286

• Tilting towards packaging p. 288
• Using advocacy in packaging p. 292
• Blending advocacy and connection in packaging p. 295

Mutual Inquiry p. 297

Midcourse Corrections p. 302

• From packaging to pushing p. 303
• From pushing to mutual inquiry p. 306

Pushing, Packaging, Mutual Inquiry and the Shadow Negotiation p. 308