Negotiating at Work

Turn Small Wins into Big Gains

By: Deborah M. Kolb, Jessica L. Porter

Narrated by: Emily Ellet

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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.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

©2015 John Wiley & Sons, Inc. (P)2019 Gildan Media

Approaching negotiations and preparations

She is jumping all over the place with poor structure and organization. Such a terribly organized book that I hated even though there was wisdom to learn from. This form of writing is not art but rather a distasteful representation of hidden ideas and judgments.