Everyday Negotiation Navigating the Hidden Agendas in Bargaining

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Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success.

Everyday Negotiation provides insight into ways of recognizing the shadow negotiation — where unspoken attitudes, hidden assumptions, and conflicting agendas driving the bargaining process play out — and how to put that knowledge to work. Kolb and Williams contribute to negotiation literature and theory with important ideas regarding the hidden context of negotiations, the relationship between parties, the hidden barriers, including those barriers within the individual negotiator, and the hidden opportunities to negotiate in daily life.

In the original best-selling book, Kolb and Williams 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 focuses on the balance between the power of advocacy, promoting your interests effectively—and the promise of connection—building a collaborative relationship.

Deborah M. Kolb is a professor of management at Simmons School of Management and the former Executive Director of the Program on Negotiation at Harvard Law School. Judith Williams is a cofounder of theshadownegotiation.com, the first web site to offer negotiation training for women.


“Plenty of business books break down the fine art of negotiation, but The Shadow Negotiation may be among the first to dig a level deeper and discuss explicitly the interpersonal communications—particularly the gender issues—that determine how people get to yes. The book offers universal insights into the psychological tactics all individuals employ.” – Harvard Business Review

"This is a wonderful new book for the field of negotiation. This book provides intriguing insights to aspects of the negotiation process often missed by most of us." – Max Bazerman

Everyday Negotiation Attributes

Author: Deborah M. Kolb and Judith Williams
Publisher: San Francisco, CA: Jossey-Bass, 2003.