At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage.
Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -...more
Unknown Binding, 256 pages
Published February 13th 2001 by Simon & Schuster
(first published October 3rd 2000)
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Good book outlining some basic negotiation strategies - relevant for women and men. As a male reader, I found that the authors play to some basic stereotypes about men (and women), and would love to hear what some ladies think about this book. The authors clearly have a lot of experience and are knowledgeable on the subject of negotiation. A lot of negotiation happens w/o us realizing it, and this book brings a lot of that subconscious negotiation (shadow negotiation) to the fore and examines ho...more
An interesting, fair and balanced guidebook for women on how we can use our natural inclinations for connection with others coupled with advocacy for our own needs to create a successful negotiation. There are some great pieces of advice in this book and I'm sure I'll revisit it again when going into a major negotiation. However, the authors presented several case studies in each chapter in a way that was confusing. The writing here was dull and dry and despite some gems of solid advice, struggl...more
for my gender, leadership, and management class. the book was alright. lots of anecdotes and examples. sometimes the answers seemed to boil down to something way too pat to seem applicable to real life. i found my attention wandering most of the time. but it did also have some good ideas in it.