Kolb featured in negotiation Q & A on Microsoft.com
In the article, “Walk out a winner: negotiation tips for women,” Deborah Kolb, Deloitte Ellen Gabriel Professor for Women and Leadership, focuses on gender differences in negotiation. The article discusses how both men and women can prepare for negotiating sessions; behavior that can sabotage women’s efforts; and practical tips for managing a small company’s critical negotiations. Kolb says, “There’s research to show that when men and women have the same access to data, they are equally adept at negotiating. When information is ambiguous or it’s a new situation, women tend to [experience] “aspirational collapse.” That is, in the face of no, women are more likely to say OK. They give in more readily.”
Read the full article here: Microsoft
Learn more about the Simmons SOM Executive Education program, The Negotiation Edge, taught by Professor Deborah Kolb.
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