Negotiating at Work (Hardcover)

Turn Small Wins Into Big Gains

By Deborah M. Kolb, Jessica L. Porter

Jossey-Bass, 9781118352410, 288pp.

Publication Date: January 27, 2015

List Price: 29.00*
* Individual store prices may vary.


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 30 years is thatnegotiations in organizations always take place within acontext--of organizational culture, of prior negotiations, ofpower relationships--that dictates which issues are negotiableand by whom. When we negotiate for new opportunities or increasedflexibility, we never do it in a vacuum. We challenge the statusquo and we build out the path for others to negotiate those issuesafter us. In this way, negotiating for ourselves at work can createsmall wins that can grow into something bigger, for ourselves andour organizations. Seen in this way, negotiation becomes a tool foraddressing ineffective practices and outdated assumptions, and forcreating change.

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. The is true when we negotiate with oursuperiors, and also true for individuals currently underrepresented in senior leadership roles, whose managers may notrecognize certain issues as barriers or obstacles.

Negotiating at Work is rooted in real-life cases ofprofessionals from a wide range of industries and organizations, both national and international.

  • Strategies to get the other person to the table and engage increative problem solving, even when they are reluctant to doso
  • Tips on how to recognize opportunities to negotiate, bolsteryour confidence prior to the negotiation, turn 'asks' into anegotiation, and advance negotiations that get "stuck"
  • A rich examination of research on negotiation, conflictmanagement, and gender

By using these strategies, you can negotiate successfully foryour job and your career; in a larger field, you can also alterorganizational practices and policies that impact others.

About the Author

DEBORAH M. KOLB, PHD, is a foremost expertin the fields of negotiation, leadership, and gender issues, sought-after speaker, and highly regarded author. Dr. Kolb is theDeloitte Ellen Gabriel Professor for Women in Leadership (Emerita)and founder of the Center for Gender in Organizations at SimmonsCollege. She was former executive director and is currentlyco-director of the negotiations in the Workplace Project at theProgram on Negotiation at Harvard Law School, and is strategicadvisor and mentor to many of today's most successful executivewomen.For more visit DeborahMKolb.comJESSICA L. PORTER has advised organizations worldwide, including many in the Fortune 500, on gender and leadership. As aresearcher, Porter has led influential investigations intoeffective work habits and creating change.For more visit