At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. 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" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

Shadow Negotiation

Business & Money

Judith Williams

Deborah M. Kolb

Job Hunting & Careers

Simon&Schuster

Digging in the badlands of Montana, workers from the Burpee Museum of Natural History have spent weeks hunting for fossils. On their last day of prospecting they make a great find: the toe bone of a meat-eating dinosaur! Judith Williams takes us on this adventure from the dig site to the creation and opening of the museum exhibit. The dinosaur named Jane is different from any found before and it s up to scientists at the museum to identify her. In cooperation with the Burpee Museum of Natural History, Enslow presents this featured title, packed with photographs from the expedition and new museum exhibit, Jane's World. This full-circle story supports the National Science Education Standards for Earth Science and Science as a Human Endeavor.

The Discovery and Mystery of a Dinosaur Named Jane (Prime)

Children's Books

Animals

Enslow Publishers, Inc.

Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success

Carol Frohlinger

Management & Leadership

Jossey-Bass

For many years, archaeologists were unaware of the ancient clam terraces at Waiatt Bay, on Quadra Island. Author Judith Williams knew no differently until she was advised of their existence by a Klahoose elder named Elizabeth Harry (Keekus). By liaising with other observers of clam gardens in the Broughton Archipelago and conducting her own survey of Waiatt Bay and Gorge Harbour on Cortes Island, Williams has amassed evidence that the rock structures seen only at the lowest tides were used by native peoples for the purpose of cultivating butter clams. Her research does much to challenge the notion of pre-contact West Coast indigenous peoples and hunters-gatherers alone. The clam gardens whose existence she reveals here might also be unique in the world.

Clam Gardens: Aboriginal Mariculture on Canada's West Coast (Transmontanus) (Transmontanus, 15)

Science & Math

Nature & Ecology

New Star Books

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Books by Judith Williams