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

3.67  ·  Rating Details  ·  24 Ratings  ·  5 Reviews
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
Hardcover, 256 pages
Published October 3rd 2000 by Simon & Schuster
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Mis Tré
Nov 07, 2015 Mis Tré rated it it was ok
When I read these "women in business books" I thought there were important. Almost 10 years later I find them insulting. Though I suppose they were a necessary step to get me where I am today.
Charles
Feb 16, 2011 Charles rated it really liked it
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
Gabrielle
Jan 10, 2013 Gabrielle rated it liked it
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
h
Mar 16, 2009 h rated it liked it
Shelves: school, 2009
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.
Judy
Mar 13, 2016 Judy added it
Excellent, challenging points.
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