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A contemporary guide to negotiation that centers an understanding of power
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.
About the Author
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.