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

Negotiating at Work summary

Deborah M. Kolb, Jessica L. Porter

Brief summary

Negotiating at Work by Deborah M. Kolb and Jessica L. Porter offers practical strategies and insights for navigating workplace negotiations. It provides valuable guidance on how to effectively advocate for your interests and build successful working relationships.

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Table of Contents

    Negotiating at Work
    Summary of key ideas

    Understanding the Dynamics of Negotiation

    In Negotiating at Work, Deborah M. Kolb and Jessica L. Porter provide a comprehensive guide to understanding the dynamics of negotiation in the workplace. They begin by emphasizing the importance of recognizing that negotiation is not just about reaching an agreement, but also about managing the ongoing relationships and power dynamics within an organization.

    The authors introduce the concept of 'negotiating the shadow of the future', which refers to the long-term implications of our current negotiations. They argue that understanding this concept is crucial for effective negotiation, as it helps us consider the potential impact of our decisions on future interactions and relationships.

    Exploring the Role of Identity in Negotiation

    Kolb and Porter then delve into the role of identity in negotiation. They argue that our identities, shaped by our gender, race, and other social factors, significantly influence our experiences and outcomes in negotiations. They emphasize the importance of recognizing and understanding these identity-based dynamics to navigate negotiations effectively.

    The authors also introduce the concept of 'relational accounts', which refers to the stories we tell about our relationships with others. They argue that these accounts influence our negotiation strategies and outcomes, and understanding them can help us manage our relationships more effectively.

    Addressing Power Dynamics and Organizational Culture

    Next, Kolb and Porter address the critical role of power dynamics in negotiation. They argue that power is not just about formal authority, but also about the ability to influence others and control resources. They emphasize the importance of recognizing and managing power dynamics in negotiations to achieve more equitable outcomes.

    The authors also highlight the influence of organizational culture on negotiation. They argue that each organization has its unique negotiation culture, characterized by its norms, values, and practices. Understanding and adapting to this culture is crucial for successful negotiation within an organization.

    Developing Effective Negotiation Strategies

    In the latter part of the book, Kolb and Porter provide practical guidance on developing effective negotiation strategies. They emphasize the importance of preparation, active listening, and asking the right questions. They also stress the need for flexibility and creativity in negotiation, as well as the ability to manage emotions and conflict.

    Furthermore, the authors introduce the concept of 'negotiating the spirit', which refers to the emotional and psychological aspects of negotiation. They argue that paying attention to these intangible elements can significantly impact the negotiation process and outcomes.

    Conclusion: Navigating Negotiation in the Workplace

    In conclusion, Negotiating at Work provides a comprehensive framework for understanding and navigating negotiation in the workplace. The authors emphasize the importance of recognizing and managing the complex dynamics of identity, power, and organizational culture in negotiations. They also provide practical strategies for developing more effective negotiation skills and achieving better outcomes.

    Overall, Kolb and Porter's book serves as a valuable resource for anyone looking to enhance their negotiation capabilities in the context of their professional lives. By understanding and applying the insights provided in this book, individuals can navigate workplace negotiations more effectively and build stronger, more collaborative relationships within their organizations.

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    What is Negotiating at Work about?

    Negotiating at Work (2015) offers valuable insights and practical strategies for effectively navigating workplace negotiations. Drawing on extensive research and real-life examples, Deborah M. Kolb and Jessica L. Porter provide guidance on how to handle difficult conversations, manage power dynamics, and create win-win outcomes. Whether you're seeking a raise, advocating for a project, or resolving conflicts, this book equips you with the tools to negotiate with confidence and achieve your goals.

    Negotiating at Work Review

    Negotiating at Work (2015) offers valuable insights on navigating workplace negotiations effectively. Here's why this book is worth reading:

    • It provides a practical framework for understanding and improving negotiation skills, allowing readers to achieve better outcomes in professional settings.
    • With its rich collection of case studies and real-life examples, the book illustrates negotiation challenges and strategies in a relatable and engaging way.
    • The authors' deep expertise in the field, combined with their research and practical experience, makes this book a trustworthy and reliable resource for anyone looking to enhance their negotiation prowess.

    Who should read Negotiating at Work?

    • Professionals who want to improve their negotiation skills in the workplace
    • Managers and leaders looking to resolve conflicts and reach win-win solutions
    • Individuals who want to navigate power dynamics and advocate for their own interests

    About the Author

    Deborah M. Kolb is a renowned expert in the field of negotiation and leadership. She has dedicated her career to studying and teaching negotiation strategies, particularly in the context of workplace dynamics. Kolb has co-authored several influential books, including Everyday Negotiation and Her Place at the Table. Her work provides valuable insights into how individuals can navigate complex organizational structures and achieve successful outcomes through effective negotiation.

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    Negotiating at Work FAQs 

    What is the main message of Negotiating at Work?

    The main message of Negotiating at Work is to empower readers with negotiation skills to succeed in their professional lives.

    How long does it take to read Negotiating at Work?

    The reading time for Negotiating at Work can vary, but it typically takes several hours. However, you can read the Blinkist summary in just 15 minutes.

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

    Negotiating at Work is worth reading as it provides valuable insights and practical strategies for navigating workplace negotiations.

    Who is the author of Negotiating at Work?

    The authors of Negotiating at Work are Deborah M. Kolb and Jessica L. Porter.

    How many chapters are in Negotiating at Work?

    There are multiple chapters in Negotiating at Work.

    How many pages are in Negotiating at Work?

    Negotiating at Work contains a number of pages.

    When was Negotiating at Work published?

    Negotiating at Work was published in a specific year.

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