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Title: Familiar, But Well-Supported
Review: There isn't anything surprising in here to any woman who has been around the business world for a while. However, the book's real value is that it provides empirical evidence to support Everywoman's anecdotal observations.What I found most useful about this book is evidence cited that women's "tend and befriend," cooperative approach to negotiation results in greater gains in the long run, in part because of women's ability to reframe. It also confirmed my impression that women are more successful in business when they soften their mode of delivery (although not their message).The authors further reframe the scope of "negotiation" to include women's personal, including homemaking, lives, to remind us all that equality should not end at the thresholds to our homes.Ultimately, every negotiator has to find his or her own personal style. This book made me feel just that much better about including lipstick and high heels in my arsenal.
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