how to negotiate at work — dr. deborah kolb
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How to Negotiate at Work
This presentation consists of highlights from the interview with Moe Abdou,
founder & host of 33voices®.
Dr. Deborah Kolb is an authority in the fields of negotiation, leadership, and gender. She is the Deloitte Ellen Gabriel Professor
for Women in Leadership (Emerita) and co-founder of the Ford Foundation funded Center for Gender in Organizations at
Simmons College School of Management.
Dr. Deborah Kolb@thishandle
Expert in Negotiation, Leadership and Gender
Savvy negotiators make it their highest priority to enter a negotiation with at least one
principle that all parties can agree; it guides the discussions and minimizes friction.
Insight #1
Insight #2
In preparing for your next negotiation, prepare just enough to be able to listen, for when you over-prepare, you tend not
to hear what’s being said.
Insight #3
Just a world class athletes, mental preparation distinguishes shrewd negotiators:
• They have higher aspirations because they know what they want
• They understand that the parties is negotiating because they want something they have
• They understand and use their points of leverage
Insight #4
In organizations, negotiations are a way to solve problems. When raising a problem, an-
chor it with options, so that you’re not perceived to be that problem.
Insight #5
The one characteristic bad negotiators share is underestimating the gaming component within each negotiation. Come prepared to counter-move.
Insight #6
Every time you make your values visible and congruent with the ethos of the organization,
you increase the odds of getting to yes.
Insight #7
Beware of tactics designed to throw you off. Next time someone pins you in a defensive
position, change the dynamics of standing up or pausing in silence for a few seconds.
Insight #8
When you’re presented with an opportunity at work that doesn’t align with what you want, reframe from immediately saying “no” and opt instead for “yes, and …. “ approach that gets
you closer to what you want.
Insight #9
Knowing the person with whom you’re negotiating is your
best defense. Start by understanding:• How she negotiates
• How she likes to hear things• What’s her highest objective
Insight #10
If you put a small value on yourself, rest assured that the world will not raise your price. Be clear on what you want.
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Presentation created by Chase Jennings
Insights by Moe Abdou