The Shadow Negotiation

In negotiating a raise, a choice assignment, or even a share of the credit for work well done, the authors have found that women tend to fare less well than men. Why? It may boil down to a lack of savvy about what Kolb and Williams—two experts with academic as well as practical experience in the field—call the shadow negotiation. Though on the surface a negotiation may be about tangible issues, they write, "in the shadow negotiations, we are bargaining over our relationship. We are negotiating over whose needs and interests are more important." To help reverse the trend, their book provides strong analysis as well as terrific advice.