Negotiating for Personal Purposes (Kolb)

Collective Bargaining > Forum Log in

Negotiating for Personal Purposes (Kolb)
Eugene James, Premium Member
A major distinction can be made between a negotiation on behalf of an organization and one for personal purposes. Managers are normally confident in negotiating for their company.
However according to Kolb, they often tend to neglect opportunities for informal, personal negotiations that arise during such formal negotiations. As a result, managers generally don't recognize and seize chances that might benefit them personally in such situations.
The reason for this inertia stems from a sense of unease that arises due to the personal stake at hand. Managers also struggle to pitch their idea in the first place. In some collective cultures, quests for self-interest may even appear selfish and as a lack of team spirit. However Kolb contends that managers stand much to lose in failing to negotiate in their self interest such as missed opp...

A Form of Getting to Yes
Gary Wong, Premium Member
I found Kolb's HBR article to be similar to Fisher...

Self-esteem Can Be a Barrier to Effective Negotiation
David Vachell, Member
Frequently, our own perception of our worth can be...

Negotiation is About Goals
Mudukula Mukubi, Member
Agreed, the process of negotiation is immensely sh...

It's Doing it that is the Hard Part
jorge anibal hoyos hoyos, Member
I think when a win-win option exist, to phone-it-i...


  Do you wish to study further? You can learn more from the summary, forum, discussions, lessons, courses, training, instructions, expert tips, best practices and education sources. Register.  

Special Interest Group Leader

You here

More on Collective Bargaining
Best Practices

Expert Tips


About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2018 12manage - The Executive Fast Track. V14.1 - Last updated: 22-9-2018. All names of their owners.