Harvard Management Mentor Book Negotiation Series 2 Shadow Negotiation

Author: Williams
Publisher:
Publish Date: 2004-04-01
Features: "Colloby and Williams depict many realistic scenarios of career women being constrained in negotiations, thereby revealing key aspects of the negotiation process. Negotiators must not only recognize these aspects but also turn them into their own advantages. The original insights and highly practical advice in The Shadow Negotiation make it a must-read." The Shadow Negotiation is a complex and subtle game that people play before and during negotiations, an unspoken attitude, hidden judgments and assessments, and strategies that force negotiations to conclude. It does not determine the content of the negotiation but rather decides the way it unfolds. Both authors are experts in the field of negotiation. They present a new way of thinking about the negotiation process in the book, teach a game plan to change one's, provide a clear and insightful guide, telling readers how to use the strategies hidden in various negotiation situations. This series is selected based on the problems managers encounter every day and the gaps in the current publication of domestic management books, referring to the Harvard Online Management Course, aiming to provide support and help for busy managers.