Negotiating for Personal Purposes (Kolb)

Negotiating and Bargaining
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Negotiating and Bargaining > Best Practices

Eugene James, Manager, Switzerland
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 opportunities for career success and fulfillment and even positive organizational change. Besides this, Kolb also proposes the following steps to conduct (...) Read more? Sign up for free

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  Gary Wong, Consultant, Canada
 

A Form of Getting to Yes

I found Kolb's HBR article to be similar to Fisher (...)

  David Vachell, Consultant, United Kingdom
 

Self-esteem Can Be a Barrier to Effective Negotiation

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  Mudukula Mukubi, Business Consultant, Zambia
 

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  jorge anibal hoyos hoyos, Manager, Colombia
 

It's Doing it that is the Hard Part

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Forum
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Collective Bargaining : Role of Chairman?
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Negotiating and Bargaining
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