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Negotiating at Work: Turn Small Wins into Big Gains 1st Edition – (PDF/EPUB Version)
$19,99
Author(s): Deborah M. Kolb; Jessica L. Porter
Publisher: Jossey-Bass
ISBN: 9781118352410
Edition: 1st Edition
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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.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.Ă‚Â
Ă‚Â 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.
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In total, you can expect an estimated delivery time of approximately 15-25 business days. Please note that business days are from Monday to Friday, excluding holidays, Saturday, and Sunday.
During peak seasons and promotional sales, delivery times may be slightly longer. We appreciate your patience and understanding during such periods.
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NOTE:
We typically DO NOT accept refunds or replacements due to customer mistakes such as:
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So please review your order carefully before you check out to ensure your order is correct.
Please allow the 20% difference between the advertised images and the actual item you received. Sometimes advertised images may slightly differ from the actual item in terms of color due to the lighting during photo shooting or the monitor’s display.
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Contact us at [email protected] for questions related to refunds and returns.
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