Home Page Icon
Home Page
Table of Contents for
Cover
Close
Cover
by Jessica L. Porter, Deborah M. Kolb
Negotiating at Work
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
Search in book...
Toggle Font Controls
Playlists
Add To
Create new playlist
Name your new playlist
Playlist description (optional)
Cancel
Create playlist
Sign In
Email address
Password
Forgot Password?
Create account
Login
or
Continue with Facebook
Continue with Google
Sign Up
Full Name
Email address
Confirm Email Address
Password
Login
Create account
or
Continue with Facebook
Continue with Google
Next
Next Chapter
Add Highlight
No Comment
..................Content has been hidden....................
You can't read the all page of ebook, please click
here
login for view all page.
Day Mode
Cloud Mode
Night Mode
Reset