Negotiating at Work : Turn Small Wins into Big Gains
在過去的30年中，許多文獻都遺漏了組織中的談判總是在文化、組織文化、事先的談判和權力關係的背景下進行的，而文化決定了哪些問題可以談判，誰可以談判。
我們向現狀提出挑戰，並為其他人在我們之後就這些問題進行談判鋪平道路。透過這種方式，在工作中為自己進行談判可以創造一些小小的勝利，並為自己和我們的組織帶來更大的收穫。從這種角度看，談判成為解決無效實踐和過時假設以及創造變化的工具。
為管理您自己的工作場所談判提供了實用的建議：如何獲得機會、晉升、靈活性、支持和信譽。因為認識到與能力更強的人進行談判會增加一定程度的複雜性。工作談判源自現實生活中的案例，這些案例來自國家和國際各行各業的專業人士。對談判，衝突管理和性別的研究進行了豐富的考察透過使用這些策略，您可以成功地為自己的工作和職業進行談判；在更大的領域，您還可以更改會影響他人的組織慣例和政策。
Negotiation 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 essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context―of organizational culture, of prior negotiations, of power relationships―that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles.
Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international.Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do soTips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck"A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others. Deborah M. Kolb (Auther)
Publisher:Jossey-Bass
ISBN: 978-1118352410
文章標籤
全站熱搜
留言列表
法文 (2)
{{ article.title }}