• Corpus ID: 142438552

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

@inproceedings{Kolb2000TheSN,
  title={The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success},
  author={Deborah M. Kolb and Judith Airini Williams},
  year={2000}
}
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… 
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