- Hardcover: 288 pages
- Publisher: Jossey-Bass; 1 edition (January 27, 2015)
- Language: English
- ISBN-10: 1118352416
- ISBN-13: 978-1118352410
- Product Dimensions: 6.3 x 1.3 x 9.1 inches
- Shipping Weight: 1 pounds (View shipping rates and policies)
- Average Customer Review: 18 customer reviews
- Amazon Best Sellers Rank: #589,413 in Books (See Top 100 in Books)
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Negotiating at Work: Turn Small Wins into Big Gains Hardcover – January 27, 2015
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From the Inside Flap
Understand the Context of Negotiations to Achieve BetterResults
Negotiation has always been at the heart of solving problems atwork. Yet today, when people in organizations are asked to do morewith less, be responsive 24/7, and manage in rapidly changingenvironments, negotiation is more essential than ever. What hasbeen missed in much of the literature of the past thirty years isthat negotiations in organizations always take place within acontextof organizational culture, of prior negotiations, ofpower relationshipsthat dictates which issues are negotiableand by whom. Many of the issues that hinder a leader's ability tosucceed 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 whenwe do it successfully, we create small wins for the individual thatcan quickly grow into big gains, adding value to the organizationby addressing ineffective practices and outdated assumptions andlaying the path for a broader, more diversified pool of leadershipto succeed at the highest levels.
Negotiating at Work offers practical advice for managingyour 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 addsa level of complexity.
Negotiating at Work is rooted in real-life cases ofprofessionals from a wide range of industries and organizations,both national and international, giving readers:
- Concrete advice on how to recognize opportunities to negotiateand bolster your confidence prior to the negotiation
- Strategies to get the other person to the table and engage increative problem solving, even when they don't see the issue athand as negotiable
- Turn "asks" into a negotiation, and advance negotiations thatget "stuck" to bring them to a successful conclusion
By using these strategies, you can negotiate successfully foryour job and your career, while at the same time changeorganizational policies and assumptions that may impact many othertalented leaders.
From the Back Cover
Praise for NEGOTIATING AT WORK
"The barriers for women inside businesses can be subtle, andoften even invisible. Deborah Kolb gives women with leadershippotential a clear and practical roadmap so they can see thosebarriers, and navigate and negotiate within an organization.Negotiating at Work is a valuable resource to help talentedwomen rise to the top."
Patricia Fili-Krushel, chairman, NBCUniversal NewsGroup
"Deborah Kolb continues the important message of Knowing YourValue in her latest book by providing specific tools and tacticsthat have the power to reshape a woman's trajectory at work. Irecommend Negotiating at Work to every woman, leader, andorganization that is truly invested in ensuring quality anddiversity at the top."
Mika Brzezinski, cohost of Morning Joe; New YorkTimes best-selling author
"The most successful negotiations create enduring value for allinvolved. In this practical and insightful guide to negotiations atwork, Dr. Kolb takes on the longstanding and critical issue ofwomen's leadership, creating the possibility of a win not only forthe individual leader but also for the entire organization.Readers, both women and men, will find themselves better equippedto introduce positive change in the workplace."
William Ury, coauthor of Getting to Yes andauthor of The Power of a Positive No
"If you don't ask, you can't getand maybe many others alsowon't get. Negotiating at Work is full of valuable insightsthat show why negotiating for small improvements for oneself canlead to big organizational change for everyone. Its useful tipsoffer shrewd techniques for how to do it well."
Rosabeth Moss Kanter, Harvard Business Schoolprofessor; best-selling author of Confidence andSuperCorp
"Dr. Kolb has an uncommon understanding of what it means tonegotiate well. Her win-win-win approach detailed in Negotiatingat Work has the power to be an immediate game-changer for womenand the companies they work for. Buy this book for yourself andanyone responsible for retaining top talent!"
Marshall Goldsmith, author or editor of thirty-fourbooks including the global best-sellers MOJO and What GotYou Here Won't Get You There