Negotiating at Work: Turn Small Wins into Big Gains

by Deborah M. Kolb

MP3 CD Format 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 thirty 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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.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 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.

Genres: Nonfiction, Business, Self Help, Management

1 pages, Audio CD

First published January 6, 2015

Reviews

[Christoph Kappel · Rating 4 out of 5]

The overall book is well made, contained lots of good ideas and reference to other books like Getting to Yes: Negotiating Agreement Without Giving In.

[Caroline · Rating 3 out of 5]

Grad school reading

[Erica · Rating 4 out of 5]

Finally lol. I listened to this during my work travels! Going to try to apply this where I can

[Karen]

* 10 Books to Help You Become a Negotiating Pro

Negotiating at Work was wholeheartedly endorsed by one of our favorite people, Mika Brzezinski, so we know it’s a winner. “Deborah Kolb continues the important message of Knowing Your Value in her latest book by providing specific tools and tactics that have the power to reshape a woman’s trajectory at work,” Brzezinski said. “I recommend Negotiating at Work to every woman, leader, and organization that is truly invested in ensuring quality and diversity at the top.” That’s more than enough for me to give it a read.

[Spencer · Rating 3 out of 5]

Writing quality is not outstanding, and is a bit verbose, but I found the content helpful.