Most seasoned managers know how to handle formal negotiations at work:
with clients over contracts, with bosses over budgets, with employers
over compensation. But what about all the opportunities for informal
negotiation that arise? Do you know how to recognize and seize the
chances you get to position yourself for a better role, change an
untenable situation, or ensure that you’re getting credit for extra
work? For 35 years the author has been studying negotiation and coaching
executives; she has found that many people don’t, and the reason is
understandable. It can feel more comfortable to negotiate as an agent
for your organization than it does to negotiate on your own behalf. More
emotions are at play; it’s often difficult to figure out exactly what
you want or how to get the conversation started; and the risk of failure
carries a higher cost. Sometimes advocating for oneself is seen as not
being a “team player.” But leaders hurt themselves if they ignore
opportunities to push for better assignments, more resources, or higher
compensation. Kolb counsels focusing on four steps: recognize, prepare,
initiate, and navigate. [ABSTRACT FROM AUTHOR]