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 gives practical tips for managing a small company’s critical negotiations; how both men and women can prepare for negotiating sessions; and behavior that can sabotage women’s efforts. Kolb says, “Very often, small-business owners fall into the trap of making concessions to parties they perceive as powerful. Let’s say you’re a consulting firm that offers services to big companies. When they push hard on rate, you figure they have lots of choices. So you say, “I’ll do this one time for the good of the relationship. But they’re not thinking about the relationship. They’ve just trained you to take a lower rate.”
Read the full article here: Microsoft
Do you own or aspire to own an entrepreneurial business? Learn more about the Simmons MBA Certificate in Entrepreneurship.
Filed under CGO News and MBA News
View all news & events for February 2006