Negotiating at Work Book Summary - Negotiating at Work Book explained in key points

Negotiating at Work summary

Brief summary

Negotiating at Work by Deborah M. Kolb offers practical strategies for navigating workplace negotiations. It provides insights on understanding power dynamics, building relationships, and creating value in collaborative negotiations.

Give Feedback
Table of Contents

    Negotiating at Work
    Summary of key ideas

    Understanding the Dynamics of Negotiation

    In Negotiating at Work by Deborah M. Kolb, the author delves into the intricacies of negotiation in the workplace. She begins by emphasizing the importance of understanding the context in which negotiations occur. The workplace is a complex environment, with power dynamics, hierarchies, and organizational culture shaping the negotiation process.

    Kolb highlights the significance of recognizing the interdependence of negotiations. She argues that negotiations are not standalone events but are interconnected with past and future negotiations. Understanding this interdependence can help negotiators anticipate and navigate potential future implications of their current decisions.

    Embracing a Negotiation Mindset

    The author then guides us through the process of adopting a negotiation mindset. She encourages us to view negotiation as an essential skill, rather than a confrontational battle. This shift in perspective allows us to approach negotiations with an open mind, seeking mutual gains rather than zero-sum outcomes.

    Kolb emphasizes the importance of preparation in negotiations. She advises us to identify our interests and goals, understand the other party's perspective, and anticipate potential challenges. By doing so, we can enter negotiations with clarity and confidence, increasing our chances of achieving favorable outcomes.

    Overcoming Barriers and Navigating Power Dynamics

    Next, Negotiating at Work addresses the common barriers to successful negotiations in the workplace. These barriers can range from power imbalances to cultural differences, and from emotional obstacles to structural constraints. Kolb provides strategies to overcome these barriers, such as building trust, managing emotions, and leveraging support from allies.

    The author also explores the impact of power dynamics on negotiations. She acknowledges that power imbalances can heavily influence negotiation outcomes. Kolb suggests various tactics to navigate power differentials, such as building coalitions, using information strategically, and developing one's sources of power.

    Adapting Your Approach for Different Situations

    In the latter part of the book, Kolb introduces the concept of adaptive negotiation. She argues that successful negotiators are those who can adapt their strategies to different situations. This adaptability involves adjusting one's approach based on the specific context, the nature of the relationship with the other party, and the particular issues being negotiated.

    The author provides examples of adaptive negotiation in action, demonstrating how different negotiation strategies can be applied in various workplace scenarios. She also emphasizes the importance of learning from past negotiation experiences, using them to refine and improve our negotiation skills.

    Creating Value in Negotiations

    Finally, Kolb underscores the idea of creating value in negotiations. She explains that successful negotiations should not only focus on claiming value for oneself but also on expanding the overall value available to both parties. This can be achieved through collaborative problem-solving, creative idea generation, and a focus on long-term relationships.

    In conclusion, Negotiating at Work provides a comprehensive guide to navigating workplace negotiations. By understanding the dynamics of negotiation, embracing a negotiation mindset, overcoming barriers, adapting our approach, and creating value, we can enhance our negotiation skills and achieve better outcomes in the workplace.

    Give Feedback
    How do we create content on this page?
    More knowledge in less time
    Read or listen
    Read or listen
    Get the key ideas from nonfiction bestsellers in minutes, not hours.
    Find your next read
    Find your next read
    Get book lists curated by experts and personalized recommendations.
    Shortcasts
    Shortcasts New
    We’ve teamed up with podcast creators to bring you key insights from podcasts.

    What is Negotiating at Work about?

    Negotiating at Work by Deborah M. Kolb provides valuable insights and practical strategies for navigating workplace negotiations. Drawing on extensive research and real-life examples, the book offers guidance on how to effectively communicate, build relationships, and create win-win outcomes in various professional settings. Whether you're seeking a promotion, navigating a difficult conversation, or advocating for your ideas, this book equips you with the tools to negotiate with confidence and achieve your goals.

    Negotiating at Work Review

    Negotiating at Work (2015) explores the intricacies of negotiation in professional settings, offering valuable insights for navigating workplace dynamics. Here's why this book is a good choice:

    • With its practical strategies and tools, it equips readers to handle challenging workplace negotiations with confidence and skill.
    • By focusing on building constructive relationships and finding mutually beneficial solutions, it promotes a collaborative approach to negotiation.
    • The inclusion of real-world examples and case studies keeps the content relatable and ensures that readers stay engaged throughout.

    Who should read Negotiating at Work?

    • Professionals who want to improve their negotiation skills in the workplace

    • Managers and leaders looking to create a more collaborative and inclusive work environment

    • Individuals who want to navigate power dynamics and advocate for themselves effectively

    About the Author

    Deborah M. Kolb is a renowned author and expert in the field of negotiation. With a background in organizational behavior and management, Kolb has dedicated her career to studying and teaching the art of negotiation. She has co-authored several influential books, including Everyday Negotiation and Her Place at the Table. Kolb's work provides valuable insights and practical strategies for navigating the complexities of negotiation in the workplace.

    Categories with Negotiating at Work

    People ❤️ Blinkist 
    Sven O.

    It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.

    Thi Viet Quynh N.

    Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.

    Jonathan A.

    Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.

    Renee D.

    Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.

    4.7 Stars
    Average ratings on iOS and Google Play
    32 Million
    Downloads on all platforms
    10+ years
    Experience igniting personal growth
    Powerful ideas from top nonfiction

    Try Blinkist to get the key ideas from 7,500+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.

    Start your free trial

    Negotiating at Work FAQs 

    What is the main message of Negotiating at Work?

    The main message of Negotiating at Work revolves around effective negotiation strategies for workplace success.

    How long does it take to read Negotiating at Work?

    The estimated time to read Negotiating at Work is moderate, with the Blinkist summary taking significantly less time.

    Is Negotiating at Work a good book? Is it worth reading?

    Negotiating at Work is a must-read for insights on enhancing negotiation skills in a professional setting.

    Who is the author of Negotiating at Work?

    Deborah M. Kolb is the author of Negotiating at Work.

    What to read after Negotiating at Work?

    If you're wondering what to read next after Negotiating at Work, here are some recommendations we suggest:
    • Coaching for Performance by Sir John Whitmore
    • Influence by Robert B. Cialdini
    • The Pyramid Principle by Barbara Minto
    • Made to Stick by Chip Heath and Dan Heath
    • The Presentation Secrets of Steve Jobs by Carmine Gallo
    • Selling the Invisible by Harry Beckwith
    • You Can Negotiate Anything by Herb Cohen
    • Never Eat Alone by Keith Ferrazzi
    • Pitch Anything by Oren Klaff
    • Getting to Yes by Roger Fisher, William Ury & Bruce Patton