Negotiating for Personal Purposes (Kolb)

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Collective Bargaining > Best Practices > Negotiating for Personal Purposes (Kolb)

Negotiating for Personal Purposes (Kolb)
Eugene James, Manager, Switzerland, 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... Read more? Sign up for free
 

 
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