Negotiating at Work

Preface

You might say that this book came about as a result of a negotiation. Several years ago a group of editors informed me that my book Everyday Negotiation would go out of print unless I revised it. I remember thinking this seemed not so much like a reality but like a bluff—a standard ploy in negotiation. But it got me thinking about what I wanted to write now, ten years later, in a book on negotiation and gender. When Judith Williams and I wrote The Shadow Negotiation in 2000 and then revised it for Everyday Negotiation in 2003, we were responding to dominant themes in the popular and scholarly fields about the negotiation process and how women fare in it.

The dominant discourse at the time was that women negotiate differently from men, ...