Negotiating at Work: Turn Small Wins into Big Gains

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

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

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