The first step in negotiating for yourself at work is to identify what it is you want. In this video, Deborah Kolb walks through an example of a person discovering what he wants.
- When we negotiate for a car,…we're pretty clear about what we want.…We know we wanna get the best price possible…and we know who's on the other side…of the negotiating table.…It's the dealer.…But when we negotiate for leadership success,…the who and the what are seldom so clear.…Let's consider Jack.…Jack is a team manager in training and development…for a medical devices company.…Jack's boss, Samantha, has asked him to help Bob,…a colleague of his, whose training programs…have experienced new demand.…
As a result, the quality of the programs…have started to suffer.…Jack is willing to help and has been working with Bob…to improve the quality of the programs.…And with Jack's help, they have improved,…but Bob is now relying on Jack more and more,…and Jack finds that he's actually doing more of the work…than Bob is.…Bob leaves many details until the last minute…and Jack needs to jump in.…Bob says they are a great team,…but Jack is beginning to wonder,…as he finds himself doing his own job and most of Bob's,…and working long hours in the process.…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.