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 negotiation. Bargainers are constantly maeuvring to determine whose interests and needs will hold sway. This text provides readers with a clear, insightful guide to the common stumbling blocks of successful negotiations and shows how to overcome them. It shows why you must pay as much attention to your own acts of self-sabotage as to the moves others make. The book also contains lessons on how, by bargaining more strategically, we can establish the terms of the negotiation while also encouraging the open communication essential to a collaborative discussion.
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.