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Negotiating at Work by Jessica L. Porter, Deborah M. Kolb

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Introduction: Negotiating in the Shadow of Organizations

In the executive leadership programs that I teach, frequently to women leaders, I ask participants to come prepared to negotiate about something that matters to them. In addition to negotiations occurring in communities and families, I am particularly interested in those that take place in organizations. People often want to negotiate for more responsibility or a change in title, the goal of more than 60 percent of participants in one recent program. Yet the negotiations can vary widely. Some had a change agenda they wanted to pursue. Some were looking for financing for a new venture, others just more resources for an ongoing project. Others wanted more exposure for their work. Some wanted ...

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