ONE OF THE BESTS
by TIME 2015
Understand the context of negotiations to achieve better results. Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom.
Written with researcher and speaker Jessica L. Porter who has advised organizations worldwide, including many in the Fortune 500, on gender and leadership.
The book is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international, giving readers: