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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!
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.
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.
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 fundamental book, with new concepts in a field that seems already well covered. And, it is not! left out are the subconscious motivations of both sides, their own biases and expectations and everything that will not be mentioned, but is shaping the interaction. I'm waiting for the next piece of information, coming from Deborah Kolb, to put together the puzzle and redesign the place of a female negotiator in all its power.
It is a shame the book is no longer in publication. I am an old fashion reader. I need to feel the pages in my hands and have the ability to mark up the a pages. Kindle books are great and very convenient.