Negotiating at Work by Kolb, Deborah M., Porter, Jessica L. -- Read -- Imperial Library of Trantor

Index

Cover Table of Contents More Praise for Negotiating at Work Title page Copyright page Preface Introduction: Negotiating in the Shadow of Organizations

Why This Book? And Why Now? Gender and the Negotiated Order Second-Generation Gender Issues Negotiating at Work: A Chapter Overview What's Good for Alicia Is Good for the Company Notes

About the Authors PART ONE: PREPARING FOR n-NEGOTIATIONS

1: You Can't Get What You Want If You Don't Know What You Want

Two Steps to Prep for Negotiating Challenges in Figuring Out What You Want Learn All You Can about the What and the Who Second-Generation Issues and Small Wins Notes

2: Recognizing Opportunities and Positioning to Negotiate

Opportunities to Negotiate Getting in Your Own Way Positioning to Negotiate Taking Stock of Your Value BATNA: Positioning Yourself in Light of Alternatives to Agreement Second-Generation Issues and Small Wins Notes

3: Anchoring, Mindfulness, and Preparing for Problem Solving

Mutual-Gains Problem Solving in n-Negotiations Domination, Compromise, Integration: It All Started with a Woman Creative Options and the Anchoring Effect Preparing to Negotiate: Focusing on Concerns Preparing to Negotiate: Being Mindful Second-Generation Issues and Small Wins Notes

4: Getting Negotiations off the Ground

Prenegotiation Techniques Depend on the Context Two Ways to Get Negotiations Started An Iron Fist in a Velvet Glove Enlisting Allies Second-Generation Issues and Small Wins Notes

PART TWO: PUTTING n-NEGOTIATIONS INTO PRACTICE

5: Building Rapport and Shifting Gears: The Power of a Good Opening

Openings Work Differently in n-Negotiations Building Rapport Shifting Gears Discovering the Other Person's “Good Reasons” Second-Generation Issues and Small Wins Notes

6: Power at Play in Negotiations: Moves and Turns

Spotlight on Strategic Moves—and How to Turn Them Cultivate Your Repertoire of Turns Second-Generation Issues and Small Wins Notes

7: Managing the Negotiation Process: Fostering Problem Solving

Shaping Your Stance to the Circumstance Using Questions to Promote Problem Solving Navigating Past Bumps in the Road Second-Generation Issues and Small Wins Notes

CODA: NOTES ON CHANGE

8: From Small Wins to Bigger Gains

Small Wins: Categories and Mechanisms Small Wins: Three Categories Mechanisms to Disseminate Small Wins The Implications of Building Small Wins Notes

References Index End User License Agreement