Negotiating at Work: Turn Small Wins into Big Gains

Negotiating at Work: Turn Small Wins into Big Gains

by Deborah M. Kolb, Jessica L. Porter

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Product Details

ISBN-13: 9781118352410
Publisher: Wiley
Publication date: 01/20/2015
Pages: 288
Sales rank: 613,097
Product dimensions: 6.30(w) x 9.10(h) x 1.20(d)

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.com

JESSICA 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 JessicaLPorter.com

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Table of Contents

Preface ix

Introduction: Negotiating in the Shadow of Organizations xix

About the Authors xxxix

PART ONE PREPARING FOR n-NEGOTIATIONS 1

1 You Can’t Get What You Want If You Don’t Know WhatYou Want 3

2 Recognizing Opportunities and Positioning to Negotiate 27

3 Anchoring, Mindfulness, and Preparing for Problem Solving49

4 Getting Negotiations off the Ground 75

PART TWO PUTTING n-NEGOTIATIONS INTO PRACTICE 99

5 Building Rapport and Shifting Gears: The Power of a GoodOpening 101

6 Power at Play in Negotiations: Moves and Turns 119

7 Managing the Negotiation Process: Fostering Problem Solving143

CODA NOTES ON CHANGE 167

8 From Small Wins to Bigger Gains 169

Notes 187

References 217

Index 229

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