Negotiating at Work

8From Small Wins to Bigger Gains

Throughout Negotiating at Work, we've introduced a way of thinking about negotiations as they play out in organizations. As distinct from many N-negotiations, which are identified as distinct events—a buyer-seller transaction, a labor-management contract, a peace agreement between nations—n-negotiations take place in the context of negotiated orders that are themselves the product of previous negotiations.¹ As we discussed in the Introduction, second-generation gender bias, which shows up in a variety of forms, can shape the negotiated order within which an individual negotiator negotiates. In many instances, these negotiated orders reflect and legitimize existing arrangements that benefit those who have traditionally ...