Negotiating for Personal Purposes (Kolb)

Collective Bargaining
Knowledge Center


Next Topic

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

A Form of Getting to Yes
Gary Wong, Consultant, Canada, Premium Member

Self-esteem Can Be a Barrier to Effective Negotiation
David Vachell, Consultant, United Kingdom, Member

Negotiation is About Goals
Mudukula Mukubi, Business Consultant, Zambia, Member

It's Doing it that is the Hard Part
jorge anibal hoyos hoyos, Manager, Colombia, Member


Read all responses and join this discussion yourself.
Support your career and personal development with 12manage, the management platform.

    Log in

Special Interest Group Leader

Interested? Sign up for free.

Collective Bargaining
Best Practices

Collective Bargaining
Knowledge Center


Next Topic

About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2019 12manage - The Executive Fast Track. V15.2 - Last updated: 15-11-2019. All names of their owners.