The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success

by Deborah M. Kolb and Judith Williams

Book Overview

A guide to understanding and making use of the shadow negotiations underpinning every deliberation of salary, promotion, and client decision arms women with the tools they need to keep an upper hand.

• Format: Hardcover
• Language: English
• ISBN: 0684838400
• ISBN13: 9780684838403
• Release Date: October 2000
• Publisher: Simon & Schuster
• Length: 284 Pages
• Weight: 1.25 lbs.
• Dimensions: 1.2" x 6.3" x 9.4"

Customer Reviews

Create a quantum game shift without you boss even knowing it

I recently completed a three month negotiation process at my job and came out from being the lowest paid executive to one of the top three with the help of Shadow Negotiation. What came as the biggest surprise was, after getting out of my own way and following the structured steps suggested by the authors, each phase of the negotiations left me stronger and more focused rather than at a loss as to what the next step could be. Through the guidelines set forth in this book, I feel I can shift a negotiation process intuitively rather than strong arming it as we as women have always been led to believe was the only option. Not only do I now realize I am smarter than I thought, I can more likely conclude a negotiation process with all parties feeling the winner. Thank you again for your book.

Not for Women Only!

As I flipped through the Harvard Business Review's Top Ten Business Books Of 2000 , I was intrigued by the review of "The Shadow Negotiation". Having a background in sociology, my curiosity was piqued by the book's focus on gender issues and interpersonal communication. It turned out to be a riveting read and I lost count of the number of times I thought "Hey, that's happened to me!"The Shadow Negotiation teaches by example, and delves into the psychological and social intracacies of negotiation. This book has enriched my understanding of the layers of negotiations that occur long before arriving at the table.This book is for both sexes, and applies to all sorts of negotiations that pop up in everyday life. As a consultant, I have applied it to my salary negotiations, and find that I can manage my business relationships with much greater confidence. A wonderful gift to all of your working friends and family!

Turn 'Weaknesses' into Strengths

Is the female knack for empathy a weakness? Not when it helps you see negotiations from the other person's point of view and identify what's most important to the other side . . . and your side. This very practical book gives plenty of examples that one can apply to real-life work situations, and without a lot of 'win-win' palaver.

New excitement for the area of negotiation

This is a wonderful new book for the field of negotiation. This book provides intriguing insights to aspects of the negotiation process often missed by most of us. This book will be useful for both novices and experts. The book will help novies to be more comfortable with the process of negotiation. Experts will be surprised to see how much they have to learn.