Workshop: Strategic Negotiating Moves that Work at Work


Thursday, February 9, 2017, 11:40am to 1:00pm


WAPPP Cason Seminar Room, Taubman 102

Deborah Kolb, Professor Emeritus, School of Management, Simmons College

We negotiate all the time at work even when we do not recognize we are doing so. We negotiate for the resources we need to do our jobs, for roles and opportunities we aspire to, and for schedules that work with our lives. Negotiation outcomes depend on how well we position ourselves and use what leverage we have to get reluctant negotiators to the table. It requires that we take the lead to ‘anchor’ around creative solutions that acknowledge our individual constraints. In addition, we need to be prepared to deal with resistance to our ideas that might challenge the status quo. In this seminar, Deborah Kolb uses case studies and your individual experiences to help you make negotiation work at work. Her book, Negotiating at Work, was named by as a best negotiation book of 2015.