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1 Burnside Business- Negotiation

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 Cover

 

Synopses & Reviews

Publisher Comments:

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 — a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement.

How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men.

To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out.

Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

Synopsis:

Written exclusively for women, this title shows how to master the hidden agendas that determine bargaining success. Tips include how to recognize the shadow negotiation--unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process.

Synopsis:

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 — a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement.

How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men.

To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out.

Written by Deborah M. Kolb and Judith Williams, two authorities in the field, "The Shadow Negotiation" shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, "The Shadow Negotiation" provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

Description:

Includes bibliographical references (p. [267]-275) and index.

Table of Contents

Contents

Preface

Introduction: Recognizing the Shadow Negotiation

PART ONE

The Power of Advocacy: Promoting Your Interests Effectively

1 Staying Out of Your Own Way

2 Making Strategic Moves

3 Resisting Challenges

PART TWO

The Promise of Connection: Building a Collaborative Relationship

4 Laying the Groundwork

5 Engaging Your Counterpart

6 Getting Collaboration to Work

PART THREE

Putting It All Together: Balancing Advocacy and Connection

7 Crafting Agreements

8 Negotiating Change

Notes

Bibliography

Index

Product Details

ISBN:
9780684838403
Subtitle:
How Women Can Master the Hidden Agendas That Determine Bargaining Success
Author:
Kolb, Deborah
Author:
Deborah Kolb
Author:
Judith Williams
Author:
Williams, Judith
Publisher:
Simon & Schuster
Location:
New York :
Subject:
Leadership
Subject:
Women & Business
Subject:
Careers
Subject:
Negotiating
Subject:
Negotiation
Subject:
Women executives
Subject:
General Business & Economics
Subject:
BUSINESS & ECONOMICS / Negotiating
Subject:
Business & Economics-Women & Business
Subject:
Business & Economics : Leadership
Subject:
Business & Economics : General
Copyright:
Publication Date:
20001003
Binding:
ELECTRONIC
Grade Level:
General/trade
Language:
English
Pages:
256
Dimensions:
9.25 x 6.125 in 19.648 oz

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Related Subjects

Business » Management
Business » Negotiation
Business » Personal Skills

The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success Used Hardcover
0 stars - 0 reviews
$10.50 In Stock
Product details 256 pages Simon & Schuster - English 9780684838403 Reviews:
"Synopsis" by , Written exclusively for women, this title shows how to master the hidden agendas that determine bargaining success. Tips include how to recognize the shadow negotiation--unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process.
"Synopsis" by , 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 — a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement.

How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men.

To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out.

Written by Deborah M. Kolb and Judith Williams, two authorities in the field, "The Shadow Negotiation" shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, "The Shadow Negotiation" provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

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