Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

Everyday Negotiation shows how to recognize the shadow negotiation— where the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out— and how to put that knowledge to work. Originally titled The Shadow Negotiation and named by Harvard Business Review as one the Ten Best Books of 2000, this best-selling book revealed how women could master the hidden agendas that determine bargaining success. Now, the new edition, Everyday Negotiation, broadens the scope and offers the same illuminating advice for both men and women. Everyday Negotiation lays out simple steps to
* Overcome acts of self-sabotage
* Increase your bargaining power
* Establish the terms of your advocacy and encourage a collaborative discussion
* Encourage a collaborative discussion
* Think about the negotiation process in a whole new way

With a focus on gender issues, this text provides insights into the hidden agendas involved in the negotiation process. Sample topics include making strategic moves, getting collaboration to work, and crafting agreements. An earlier version of this work was published under the title The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success (Simon & Schuster, 2000) Annotation ©2003 Book News, Inc., Portland, OR

Deborah M. Kolb is professor of management at Simmons School of Management and the former executive director of the Program on Negotiation at Harvard Law School. She is the author of When Talk Works (Jossey-Bass).
Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women. Williams and Kolb are coauthors of The Shadow Negotiation, named as one of the Ten Best Books of 2000 by Harvard Business Review.