Negotiating at Work

Negotiating at Work

Understand the context of negotiations to achieve better results 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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.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. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work 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 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.

GET FULL EBOOK

Author
Publisher John Wiley & Sons
Release Date
ISBN 1118352416
Pages 288 pages
Negotiating at Work
Language: en
Pages: 288
Authors: Deborah M. Kolb
Categories: Business & Economics
Type: BOOK - Published: 2015-01-27 - Publisher: John Wiley & Sons

Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in
Negotiating Gendered Identities at Work
Language: en
Pages: 193
Authors: S. Halford
Categories: Social Science
Type: BOOK - Published: 2006-05-10 - Publisher: Springer

How does gendered organizational life impact on individuals' identities in their everyday working lives? This question is explored with theoretical insights fro
Negotiating Boundaries at Work
Language: en
Pages: 256
Authors: Jo Angouri
Categories: Language Arts & Disciplines
Type: BOOK - Published: 2017-05-18 - Publisher: Edinburgh University Press

Focuses on transition talk and boundary crossing discourse in the modern workplace Moving between linguistic, professional and national boundaries is part of th
Negotiating at Work
Language: en
Pages: 288
Authors: Deborah Kolb
Categories: Negotiation
Type: BOOK - Published: 2015 - Publisher:

Offering practical advice for managing your own workplace negotiations, this book is rooted in real-life cases of professionals from a wide range of industries
Negotiating at the United Nations
Language: en
Pages: 154
Authors: Rebecca W. Gaudiosi
Categories: Political Science
Type: BOOK - Published: 2019-03-28 - Publisher: Routledge

This book offers a comprehensive practitioner's guide to negotiating at the United Nations. Although much of the content can be applied broadly, the guide focus
Negotiating and Influencing Skills
Language: en
Pages: 195
Authors: Brad McRae
Categories: Business & Economics
Type: BOOK - Published: 1998 - Publisher: SAGE

Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will apprec
Negotiating the New Germany
Language: en
Pages: 288
Authors: Lowell Turner
Categories: History
Type: BOOK - Published: 2019-05-15 - Publisher: Cornell University Press

'No other book that I am aware of places the German industrial relations system in the broader industrial and political context in an effort to understand the r
Negotiating Work, Family, and Identity among Long-Haul Christian Truck Drivers
Language: en
Pages: 128
Authors: Rebecca L. Upton
Categories: Social Science
Type: BOOK - Published: 2016-08-12 - Publisher: Lexington Books

This book examines the significance of Christianity and constructions of masculinity in the lives of long-haul drivers and how truckers work to construct narrat
The Chinese at the Negotiating Table
Language: en
Pages: 281
Authors: Alfred D. Wilhelm
Categories: China
Type: BOOK - Published: 1994 - Publisher: DIANE Publishing

Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of l
U.S. Trade Negotiating Objectives for Services at the Seattle WTO Ministerial Meeting
Language: en
Pages: 100
Authors: United States. Congress. Senate. Committee on Finance. Subcommittee on International Trade
Categories: International trade
Type: BOOK - Published: 2000 - Publisher: