Table of contents for The shadow negotiation : how women can master the hidden agendas that determine bargaining success / Deborah M. Kolb and Judith Williams.

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Contents

Preface
Introduction: Recognizing the Shadow Negotiation

PART ONE
The Power of Advocacy: Promoting Your Interests Effectively

1 Staying Out of Your Own Way
2 Making Strategic Moves
3 Resisting Challenges

PART TWO
The Promise of Connection: Building a Collaborative Relationship

4 Laying the Groundwork
5 Engaging Your Counterpart
6 Getting Collaboration to Work

PART THREE
Putting It All Together: Balancing Advocacy and Connection

7 Crafting Agreements
8 Negotiating Change

Notes
Bibliography
Index