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

by Deborah M. Kolb, Judith Williams

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.

Genres: Business, Nonfiction, Communication, Self Help

256 pages, Hardcover

First published October 3, 2000

Reviews

[Tré · Rating 2 out of 5]

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 · Rating 4 out of 5]

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 how we can use it to our advantage.

[Gabrielle · Rating 3 out of 5]

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, struggled to keep me engaged.

[hh · Rating 3 out of 5]

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]

Excellent, challenging points.