Perpustakaan Pusat LAN RI

Menejemen - Negosiasi

Negotiation as always been at the heart of solving problem at work. Yet today, when people in organiations are asked to do more with less, be responsive 24/7 and manage in rapidly changin environments, negotiation is more essential than ever. What has been missed in much of the literature of the the past thirty years is that negotiations in organizations always take place wthin a context of organizational culture, of prior negotiations, of power relationships that dictates which issues are negotiable and by whom. Many of the issues that hinder a leader's ability to succeed today are not actually seen as obstacles to be negotiated, but simply as normal policies or practices within the organization. When we negotiate for new opportunities or increased flexibility, we never do it in avacuum. We challenge the status quo, but when we do it successfully, we create small wins for the individual that can quickly grow into big, gains, adding value to the organization by addressing ineffective actices and outdated assumptions and laying the path for a broader, more diversified pool of leadeership to succeed at the highest levels.
Negotiating at work offers practical advice for managing yor own workplace negotiations : how to get opportunities, promotions, flexibility, buy-in, support and credit for your work. It does so wthin the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity.