17. Turning the Tables: How to Transform Weakness into Strength in Negotiation and Leadership

In this episode we have an encore visit with Professor Debbie Kolb, author of Negotiating at Work: Turn Small Wins into Big Gains. In an earlier conversation, we discussed how gender issues play out in negotiation. This time our conversation is about the challenge of negotiating within your organization. That can be up, down, or sideways.

One morning it might be with your boss about getting a much-deserved raise and promotion. That afternoon it could be with colleagues whose help you need to launch a new initiative. Tomorrow it may involve working with someone who reports to you who is not happy with your plan to shift her responsibilities.

Power comes into play in these negotiations, whatever rung on the hierarchal ladder you’re standing on. And company culture and long-term relationships (be they good or bad) add to the complexity. Debbie explains why, if you want to thrive in this environment, you’ve got to be agile strategically and nimble moment-to-moment.