Negotiating at Work: Turn Small Wins into Big Gains

  • 7h 35m 42s
  • Deborah M. Kolb, Jessica L. Porter
  • Gildan Media
  • 2019

Negotiation 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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.

Negotiating at Work 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.

In this Audiobook

  • 1. You Can't Get What You Want If You Don't Know What You Want
  • 2. Recognizing Opportunities and Positioning to Negotiate
  • 3. Anchoring, Mindfulness, and Preparing for Problem Solving
  • 4. Getting Negotiations off the Ground
  • 5. Building Rapport and Shifting Gears: The Power of a Good Opening
  • 6. Power at Play in Negotiations: Moves and Turns
  • 7. Managing the Negotiation Process: Fostering Problem Solving
  • 8. From Small Wins to Bigger Gains


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