Workshop: Strategic Negotiating Moves that Work at Work


Thursday, April 12, 2018, 11:40am to 1:00pm


Cason Seminar Room

Deborah Kolb, Professor Emeritus, Simmons School of Management

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, among others. How we fare depends 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 the constraints we all operate under.  And finally, we need to be prepared to deal with resistance to our ideas that might challenge the status quo. In this seminar, Deborah Kolb uses cases and your personal experiences to help you make negotiation work at work. Her talk draws on insights from her new book, Negotiating at Work, which has been named by as a best negotiation book of 2015.