Customer Reviews

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

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As I flipped through the Harvard Business Review's Top Ten Business Books Of 2000 , I was intrigued by the review of "The Shadow Negotiation". Having a background in sociology, my curiosity was piqued by the book's focus on gender issues and interpersonal communication.

It turned out to be a riveting read and I lost count of the number of times I thought "Hey, that's happened to me!"

The Shadow Negotiation teaches by example, and delves into the psychological and social intracacies of negotiation. This book has enriched my understanding of the layers of negotiations that occur long before arriving at the table.

This book is for both sexes, and applies to all sorts of negotiations that pop up in everyday life. As a consultant, I have applied it to my salary negotiations, and find that I can manage my business relationships with much greater confidence. A wonderful gift to all of your working friends and family!

I recently completed a three month negotiation process at my job and came out from being the lowest paid executive to one of the top three with the help of Shadow Negotiation. What came as the biggest surprise was, after getting out of my own way and following the structured steps suggested by the authors, each phase of the negotiations left me stronger and more focused rather than at a loss as to what the next step could be. Through the guidelines set forth in this book, I feel I can shift a negotiation process intuitively rather than strong arming it as we as women have always been led to believe was the only option. Not only do I now realize I am smarter than I thought, I can more likely conclude a negotiation process with all parties feeling the winner. Thank you again for your book.

This is a wonderful new book for the field of negotiation. This book provides intriguing insights to aspects of the negotiation process often missed by most of us. This book will be useful for both novices and experts. The book will help novies to be more comfortable with the process of negotiation. Experts will be surprised to see how much they have to learn.

I've gone through several books on negotiation and this book ranks up there with the best. Don't let the title fool you. This book isn't just for women. It's just as good for everyone. If you're short on time in learning about negotiation, this book and the Getting to Yes book should arm you with most concepts to handle negotiation in your favor.

The strength of this book lies in its numerous examples, especially in relation to salary negotiation and promotion.

As I flipped through the Harvard Business Review's Top Ten Business Books Of 2000 , I was intrigued by the review of "The Shadow Negotiation". Having a background in sociology, my curiosity was piqued by the book's focus on gender issues and interpersonal communication.

It turned out to be a riveting read and I lost count of the number of times I thought "Hey, that's happened to me!"

The Shadow Negotiation teaches by example, and delves into the psychological and social intracacies of negotiation. This book has enriched my understanding of the layers of negotiations that occur long before arriving at the table.

This book is for both sexes, and applies to all sorts of negotiations that pop up in everyday life. As a consultant, I have applied it to my salary negotiations, and find that I can manage my business relationships with much greater confidence. A wonderful gift to all of your working friends and family!

Is the female knack for empathy a weakness? Not when it helps you see negotiations from the other person's point of view and identify what's most important to the other side . . . and your side. This very practical book gives plenty of examples that one can apply to real-life work situations, and without a lot of 'win-win' palaver.

This is a lively, engaging text with great ideas and wonderful stories. It's a MUST READ for all professional women. Reading this made it crystal clear how so much of what goes on during negotiation is below the surface. It's here, not in the give and take of formal bargaining, that women lose out. This book not only illuminated how the subtle "Shadow Negotiation" plays out, it gave me tools to engage in this aspect of the negotiation more effectively. I was pleasantly suprised at the range of situations covered by this book. It not only covers situations that I traditionally think of as "negotations." It made clear how everyday interactions, over who should attend a meeting or when to take vacations, for example, are also negotiations that have shadow processes. I have no doubt that reading this book will enable me to be more effective at work in more ways than I had ever imagined.

The book designers have outdone themselves with the handsome, clever "look" of this new book. But "The Shadow Negotiation" is a whole lot more than a pretty package---it's one of those rare cases where the style and substance actually match! The authors lay out a new framework for understanding what really goes on in a negotiation, and what you can do to improve things. Organization theorists and negotiation scholars will be citing this book for years to come---but the average reader (us working stiffs, men and women alike) will benefit immediately from the terrific illustrations (the authors really know how to tell an engaging story) and useful, easy-to-understand guidance this book offers. Sure, it's a "how-to" book---but like "Getting to YES," it's a whole lot more. This is a page-turner of a book that could result in some life-changing experiences.

If you are a working person and you need to negotiate for a raise, more respect in the company, or just need to get your own voice heard -- READ THIS BOOK. I read this book and got a 30% raise at my dot.com.

The examples in the book really help you think strategically about your next move.

Don't get beat in the shadow negotiation -- buy the book and prepare to get what you are worth in your job and your life.

This is a ground-breaking book that offers new ideas and insights on negotiation, a topic that has had plenty of previous coverage.

Women need to be aware of the impact of gender on formal and informal negotiations and what to do about it. This book provides that information in a practical and very readable way.

I highly recommend it.