{"product_id":"negotiating-at-work-isbn-9781118352410","title":"Negotiating at Work","description":"\u003cp\u003e\u003cb\u003eUnderstand the context of negotiations to achieve better results\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiation 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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNegotiating at Work\u003c\/i\u003e offers practical advice for managing your own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. \u003c\/p\u003e \u003cp\u003e \u003ci\u003eNegotiating at Work\u003c\/i\u003e is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eStrategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so\u003c\/li\u003e \u003cli\u003eTips 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\"\u003c\/li\u003e \u003cli\u003eA rich examination of research on negotiation, conflict management, and gender\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBy 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.\u003c\/p\u003e \u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eIntroduction: Negotiating in the Shadow of Organizations xix\u003c\/p\u003e \u003cp\u003eAbout the Authors xxxix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One Preparing for n-Negotiations 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 You Can’t Get What You Want If You Don’t Know What You Want 3\u003c\/p\u003e \u003cp\u003e2 Recognizing Opportunities and Positioning to Negotiate 27\u003c\/p\u003e \u003cp\u003e3 Anchoring, Mindfulness, and Preparing for Problem Solving 49\u003c\/p\u003e \u003cp\u003e4 Getting Negotiations off the Ground 75\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two Putting n-Negotiations into Practice 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Building Rapport and Shifting Gears: The Power of a Good Opening 101\u003c\/p\u003e \u003cp\u003e6 Power at Play in Negotiations: Moves and Turns 119\u003c\/p\u003e \u003cp\u003e7 Managing the Negotiation Process: Fostering Problem Solving 143\u003c\/p\u003e \u003cp\u003eCoda Notes on Change 167\u003c\/p\u003e \u003cp\u003e8 From Small Wins to Bigger Gains 169\u003c\/p\u003e \u003cp\u003eNotes 187\u003c\/p\u003e \u003cp\u003eReferences 217\u003c\/p\u003e \u003cp\u003eIndex 229\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDEBORAH M. KOLB, PhD,\u003c\/b\u003e is a foremost expert in the fields of negotiation, leadership, and gender issues, sought-after speaker, and highly regarded author. Dr. Kolb is the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) and founder of the Center for Gender in Organizations at Simmons College. She was former executive director and is currently co-director of the negotiations in the Workplace Project at the Program on Negotiation at Harvard Law School, and is strategic advisor and mentor to many of today’s most successful executive women.\u003c\/p\u003e \u003cp\u003eFor more visit \u003cb\u003eDeborahMKolb.com\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJESSICA L. PORTER\u003c\/b\u003e has advised organizations worldwide, including many in the Fortune 500, on gender and leadership. As a researcher, Porter has led influential investigations into effective work habits and creating change. \u003c\/p\u003e\u003cp\u003eFor more visit \u003cb\u003eJessicaLPorter.com \u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003eNegotiation 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. Many of the issues that hinder a leader’s ability to succeed today are not actually seen as obstacles to be negotiated, but simply as normal policies or practices within the organization. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo, but when we do it successfully, we create small wins for the individual that can quickly grow into big gains, adding value to the organization by addressing ineffective practices and outdated assumptions and laying the path for a broader, more diversified pool of leadership to succeed at the highest levels.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNegotiating at Work\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003ci\u003e Negotiating at Work\u003c\/i\u003e is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international, giving readers: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eConcrete advice on how to recognize opportunities to negotiate and bolster your confidence prior to the negotiation\u003c\/li\u003e \u003cli\u003eStrategies to get the other person to the table and engage in creative problem solving, even when they don’t see the issue at hand as negotiable\u003c\/li\u003e \u003cli\u003eTurn “asks” into a negotiation, and advance negotiations that get “stuck” to bring them to a successful conclusion \u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eBy using these strategies, you can negotiate successfully for your job and your career, while at the same time change organizational policies and assumptions that may impact many other talented leaders.\u003c\/p\u003e","brand":"Jossey-Bass","offers":[{"title":"Default Title","offer_id":47989679161573,"sku":"NP9781118352410","price":31.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118352410.jpg?v=1761785074","url":"https:\/\/k12savings.com\/es\/products\/negotiating-at-work-isbn-9781118352410","provider":"K12savings","version":"1.0","type":"link"}