Negotiating at work turn small wins into big gains
"Understand the context of negotiations to achieve better resultsNegotiation 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 ess...
| Otros Autores: | , |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
San Francisco, California :
Jossey-Bass
2015.
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| Edición: | First edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629814706719 |
Tabla de Contenidos:
- Cover; More Praise for Negotiating at Work; Title page; Copyright page; Contents; 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; 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; Challenge 1: Negotiating for Yourself, Not as an Agent
- Challenge 2: Your Own Negotiation HistoryChallenge 3: The Negotiation Culture around You; Challenge 4: Your Organization's Negotiated Order; Learn All You Can about the What and the Who; The What of Negotiation: Benchmarking; Benchmarking: Two Cases; New Opportunities: The Best Time to Negotiate; The Who of Negotiation: Knowing Your Counterpart; Second-Generation Issues and Small Wins; 2: Recognizing Opportunities and Positioning to Negotiate; Opportunities to Negotiate; Getting in Your Own Way; Don't Miss Opportunities to Negotiate; Don't Bargain Yourself Down
- Don't Let Expectations Limit Your OptionsPositioning to Negotiate; "Constructing" n-Negotiations; Positioning: Your Role as Negotiator; Positioning: The Other Person's Role; Taking Stock of Your Value; Set Your Value in a Currency That the Other Party Values; Challenge 1: Figure Out What Your Value Proposition Is; Challenge 2: Plan to Make Your Value Visible; BATNA: Positioning Yourself in Light of Alternatives to Agreement; BATNA in the Context of n-Negotiations; What Charlotte's Case Teaches Us; Second-Generation Issues and Small Wins
- 3: Anchoring, Mindfulness, and Preparing for Problem SolvingMutual-Gains Problem Solving in n-Negotiations; Domination, Compromise, Integration: It All Started with a Woman; Integrating Interests: Yours and the Other Person's; Creative Options and the Anchoring Effect; The Anchoring Function at Work; Beyond the Zero Sum; Preparing to Negotiate: Focusing on Concerns; Figure Out Your Own Concerns; Anticipate the Other Person's Concerns; Locate the Other Person's Incentive to Negotiate; Generate Multiple Ideas, Based on Multiple Trades; Anchor on Solutions; The Other Person: Use What You Know
- Put "Yes, and . . ." to WorkUse "Yes, and . . ." to Turn an Ask into a Negotiation; Preparing to Negotiate: Being Mindful; Tensions in the Circular Response; What Cheryl's Case Teaches Us; Good Positioning Sets Up for Mindfulness; Second-Generation Issues and Small Wins; 4: Getting Negotiations off the Ground; Prenegotiation Techniques Depend on the Context; Getting n-Negotiations off the Ground; In n-Negotiations: Asymmetrical Incentives to Negotiate; Prenegotiation Challenges; Two Ways to Get Negotiations Started; Making Your Value Visible; Strategic Moves to Make Your Value Visible
- What Lisa's Case Teaches Us
