{"product_id":"negotiating-at-work-turn-small-wins-into-big-gains-hardcover","title":"Negotiating at Work: Turn Small Wins Into Big Gains - Hardcover","description":"\u003cp\u003eby \u003cb\u003eDeborah M. Kolb\u003c\/b\u003e (Author), \u003cb\u003eJessica L. Porter\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\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 Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNegotiating at Work\u003c\/i\u003e offers practical advice for managing your own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\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for NEGOTIATING AT WORK\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe barriers for women inside businesses can be subtle, and often even invisible. Deborah Kolb gives women with leadership potential a clear and practical roadmap so they can see those barriers, and navigate and negotiate within an organization. \u003ci\u003eNegotiating at Work\u003c\/i\u003e is a valuable resource to help talented women rise to the top.\u003cbr\u003e \u003cb\u003e--Patricia Fili-Krushel, \u003c\/b\u003e chairman, NBCUniversal News Group\u003c\/p\u003e \u003cp\u003eDeborah 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. I recommend \u003ci\u003eNegotiating at Work\u003c\/i\u003e to every woman, leader, and organization that is truly invested in ensuring quality and diversity at the top.\u003cbr\u003e \u003cb\u003e--Mika Brzezinski, \u003c\/b\u003e cohost of \u003ci\u003eMorning Joe; New York Times\u003c\/i\u003e best-selling author\u003c\/p\u003e \u003cp\u003eThe most successful negotiations create enduring value for all involved. In this practical and insightful guide to negotiations at work, Dr. Kolb takes on the longstanding and critical issue of women's leadership, creating the possibility of a win not only for the individual leader but also for the entire organization. Readers, both women and men, will find themselves better equipped to introduce positive change in the workplace.\u003cbr\u003e \u003cb\u003e--William Ury, \u003c\/b\u003e coauthor of \u003ci\u003eGetting to Yes\u003c\/i\u003e and author of \u003ci\u003eThe Power of a Positive No\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIf you don't ask, you can't get--and maybe many others also won't get. \u003ci\u003eNegotiating at Work\u003c\/i\u003e is full of valuable insights that show why negotiating for small improvements for oneself can lead to big organizational change for everyone. Its useful tips offer shrewd techniques for how to do it well.\u003cbr\u003e \u003cb\u003e--Rosabeth Moss Kanter, \u003c\/b\u003e Harvard Business School professor; best-selling author of \u003ci\u003eConfidence\u003c\/i\u003e and \u003ci\u003eSuperCorp\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eDr. Kolb has an uncommon understanding of what it means to negotiate well. Her win-win-win approach detailed in \u003ci\u003eNegotiating at Work\u003c\/i\u003e has the power to be an immediate game-changer for women and the companies they work for. Buy this book for yourself and anyone responsible for retaining top talent!\u003cbr\u003e \u003cb\u003e--Marshall Goldsmith, \u003c\/b\u003e author or editor of thirty-four books including the global best-sellers \u003ci\u003eMOJO\u003c\/i\u003e and \u003ci\u003eWhat Got You Here Won't Get You There\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\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\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\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\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 288\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.2 x 9.1 x 6.1 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e January 27, 2015\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42127774777479,"sku":"9781118352410","price":31.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/578b2f71958e9b3d584f507ab1b30700.webp?v=1732590561","url":"https:\/\/booksby.splitshops.com\/products\/negotiating-at-work-turn-small-wins-into-big-gains-hardcover","provider":"Books by splitShops","version":"1.0","type":"link"}