Shadow Negotiation: Everyday Bargaining Skills for Women

Negotiation in the workplace isn't limited to big moments like closing deals and seeking raises and promotions. Every day, unspoken attitudes, assumptions, and agendas shape the games business people play -- and women are frequently the losers. The Shadow Negotiation levels the playing field, providing women with an eye-opening guide to the hidden biases and machinations that simmer beneath the surface of "formal" discussions.Deborah Kolb and Judith Williams identify the common stumbling blocks women face and present a highly effective game plan for using their particular strengths to overcome them. By learning how to establish their voices and express their positions strongly and effectively, to techniques for encouraging the open communication essential to fair negotiation, women will get the assignments, salaries, and decision-making powers they deserve.