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Negotiating at work : turn small wins into big gains
Author
Title
Negotiating at work : turn small wins into big gains / Deborah M. Kolb, with Jessica L. Porter.
ISBN
9781118416839
111841683X
9781118420478
1118420470
9781118352410
Edition
First edition.
Publication
San Francisco, CA : Jossey-Bass, A Wiley Brand, [2015]
Physical Description
1 online resource
Local Notes
Access is available to the Yale community.
Access and use
Access restricted by licensing agreement.
Summary
"Understand the context of negotiations to achieve better resultsNegotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context--of organizational culture, of prior negotiations, of power relationships--that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Small Wins, Big Gains offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. This is true when we negotiate with our managers, and it's also true for women and people of color who are even more likely to meet with resistance. Small Wins, Big Gains is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender Videos that walk you through difficult negotiation scenarios step-by-step By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others"-- Provided by publisher.
Variant and related titles
O'Reilly Safari. OCLC KB.
Other formats
Print version: Kolb, Deborah M. Negotiating at work. First edition. San Francisco : Jossey-Bass, [2015]
Format
Books / Online
Language
English
Added to Catalog
January 14, 2020
Bibliography
Includes bibliographical references and index.
Contents
Cover; More Praise for Negotiating at Work; Title page; Copyright page; Contents; Preface; Introduction: Negotiating in the Shadow of Organizations; Why This Book? And Why Now?; Gender and the Negotiated Order; Second-Generation Gender Issues; Negotiating at Work: A Chapter Overview; What's Good for Alicia Is Good for the Company; About the Authors; PART ONE: PREPARING FOR n-NEGOTIATIONS; 1: You Can't Get What You Want If You Don't Know What You Want; Two Steps to Prep for Negotiating; Challenges in Figuring Out What You Want; Challenge 1: Negotiating for Yourself, Not as an Agent.
Challenge 2: Your Own Negotiation HistoryChallenge 3: The Negotiation Culture around You; Challenge 4: Your Organization's Negotiated Order; Learn All You Can about the What and the Who; The What of Negotiation: Benchmarking; Benchmarking: Two Cases; New Opportunities: The Best Time to Negotiate; The Who of Negotiation: Knowing Your Counterpart; Second-Generation Issues and Small Wins; 2: Recognizing Opportunities and Positioning to Negotiate; Opportunities to Negotiate; Getting in Your Own Way; Don't Miss Opportunities to Negotiate; Don't Bargain Yourself Down.
Don't Let Expectations Limit Your OptionsPositioning to Negotiate; "Constructing" n-Negotiations; Positioning: Your Role as Negotiator; Positioning: The Other Person's Role; Taking Stock of Your Value; Set Your Value in a Currency That the Other Party Values; Challenge 1: Figure Out What Your Value Proposition Is; Challenge 2: Plan to Make Your Value Visible; BATNA: Positioning Yourself in Light of Alternatives to Agreement; BATNA in the Context of n-Negotiations; What Charlotte's Case Teaches Us; Second-Generation Issues and Small Wins.
3: Anchoring, Mindfulness, and Preparing for Problem SolvingMutual-Gains Problem Solving in n-Negotiations; Domination, Compromise, Integration: It All Started with a Woman; Integrating Interests: Yours and the Other Person's; Creative Options and the Anchoring Effect; The Anchoring Function at Work; Beyond the Zero Sum; Preparing to Negotiate: Focusing on Concerns; Figure Out Your Own Concerns; Anticipate the Other Person's Concerns; Locate the Other Person's Incentive to Negotiate; Generate Multiple Ideas, Based on Multiple Trades; Anchor on Solutions; The Other Person: Use What You Know.
Put "Yes, and . . ." to WorkUse "Yes, and . . ." to Turn an Ask into a Negotiation; Preparing to Negotiate: Being Mindful; Tensions in the Circular Response; What Cheryl's Case Teaches Us; Good Positioning Sets Up for Mindfulness; Second-Generation Issues and Small Wins; 4: Getting Negotiations off the Ground; Prenegotiation Techniques Depend on the Context; Getting n-Negotiations off the Ground; In n-Negotiations: Asymmetrical Incentives to Negotiate; Prenegotiation Challenges; Two Ways to Get Negotiations Started; Making Your Value Visible; Strategic Moves to Make Your Value Visible.
Issue number
EB00595520 Recorded Books
Subjects
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