Cantitate/Preț
Produs
Total produse
Vezi coșul
Negotiating at Work de Deborah M Kolb

Negotiating at Work

Autor Deborah M Kolb, Jessica L Porter
en Limba Engleză Hardback – 27 ian 2015

După parcurgerea acestui volum, veți fi capabili să transformați orice solicitare informală într-o negociere structurată, obținând resursele, vizibilitatea și flexibilitatea necesare pentru a avansa în ierarhia organizațională. Recomandăm Negotiating at Work ca pe un ghid strategic esențial pentru liderii care activează în medii corporative complexe, unde rezultatele depind direct de navigarea inteligentă prin relațiile de putere.

Apreciem modul în care Deborah M Kolb și Jessica L Porter ancorează procesul de negociere în realitatea culturii organizaționale. Abordarea lor diferă de cea din Negotiation de Lavinia Hall prin faptul că este mult mai puțin abstractă și mult mai aplicabilă; în loc să se piardă în teorii ale jocurilor, autoarele se concentrează pe „n-negocierile” cotidiene care decid cine primește proiectele importante sau creditul pentru succes. Cartea este organizată riguros în două părți: prima se concentrează pe recunoașterea oportunităților și poziționare, în timp ce a doua oferă tactici concrete pentru gestionarea procesului, precum „mișcările și întoarcerile” (moves and turns) necesare în fața unui interlocutor reticent.

Această lucrare reprezintă o evoluție firească a temelor explorate de Deborah M. Kolb în Next-Level Negotiating sau în articolele sale pentru Hbr's 10 Must Reads on Managing Yourself, Vol. 2. Dacă în lucrările anterioare accentul cădea pe advocacy individual, aici negocierea devine un instrument de schimbare sistemică. Credem că forța acestui manual rezidă în capacitatea de a oferi soluții pentru situațiile în care negociem cu superiori sau în contexte unde inechitățile de putere par insurmontabile, oferind cititorului pârghiile necesare pentru a provoca status quo-ul.

Citește tot Restrânge

Preț: 17288 lei

Puncte Express: 259

Carte disponibilă

Livrare economică 08-22 mai

 Adaugă în coș

Wish list
Gift list
Am citit!
Adaugă în listă

Specificații

ISBN-13: 9781118352410
ISBN-10: 1118352416
Pagini: 288
Dimensiuni: 157 x 235 x 20 mm
Greutate: 0.48 kg
Editura: Wiley
Locul publicării:Hoboken, United States

Public țintă

Executives, leaders and managers across organizations, professors and students in MBA programs, consultants, executive coaches.  

De ce să citești această carte

Recomandăm această carte executivilor și managerilor care doresc să obțină rezultate concrete într-un mediu în continuă schimbare. Veți câștiga o metodologie clară pentru a negocia promovări, bugete sau flexibilitate, învățând cum să aduceți partenerii reticenți la masa discuțiilor. Este instrumentul ideal pentru a transforma micile victorii individuale în schimbări strategice la nivelul întregii organizații.

Despre autor

Deborah M. Kolb este o autoritate recunoscută în domeniul negocierii și managementului conflictelor, fiind profesor emerit la Simmons College și co-fondator al programului de negociere de la Harvard Law School. Expertiza sa este vastă, de la analiza medierii în When Talk Works la strategii specifice pentru leadership-ul feminin. Împreună cu Jessica L. Porter, consultant și expert în dezvoltarea carierei, Kolb aduce în Negotiating at Work o perspectivă unică ce îmbină cercetarea academică riguroasă cu experiența practică din corporații internaționale.

Descriere

Understand the context of negotiations to achieve better results
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. 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. 
 Negotiating at Work is rooted in real–life cases of professionals from a wide range of industries and organizations, both national and international.

  • Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so
  • Tips 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"
  • A rich examination of research on negotiation, conflict management, and gender

By 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.

Textul de pe ultima copertă

Praise for NEGOTIATING AT WORK
"The 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. Negotiating at Work is a valuable resource to help talented women rise to the top."
Patricia Fili–Krushel, chairman, NBCUniversal News Group
"Deborah 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 Negotiating at Work to every woman, leader, and organization that is truly invested in ensuring quality and diversity at the top."
Mika Brzezinski, cohost of Morning Joe; New York Times best–selling author
"The 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."
William Ury, coauthor of Getting to Yes and author of The Power of a Positive No
"If you don′t ask, you can′t get and maybe many others also won′t get. Negotiating at Work 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."
Rosabeth Moss Kanter, Harvard Business School professor; best–selling author of Confidence and SuperCorp
"Dr. Kolb has an uncommon understanding of what it means to negotiate well. Her win–win–win approach detailed in Negotiating at Work 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!"
Marshall Goldsmith, author or editor of thirty–four books including the global best–sellers MOJO and What Got You Here Won′t Get You There

Cuprins

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 What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
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 Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
CODA NOTES ON CHANGE 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229

Notă biografică

DEBORAH M. KOLB, PHD, 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.
For more visit DeborahMKolb.com
JESSICA L. PORTER 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.
For more visit JessicaLPorter.com