Deborah Kolb

Professor Emerita, Distinguished Scholar

Phone: 617-521-3871
Fax: 617-521-3880
Office: M-433
Email:

Women need to negotiate for what they need to succeed in their organizations; those who do perform better and are more satisfied with their jobs. The key is in knowing how to ask for what you need.

Education

B.A., Vassar College; M.B.A., University of Colorado; Ph.D., Sloan School, MIT

Specialization

Negotiation and Gender Issues

Bio

Dr. Kolb is an authority on gender issues in negotiation and leadership, especially how women can negotiate the conditions for their own success while contributing to the effectiveness of their organization. Dr. Kolb has co-authored several books on this subject. Everyday Negotiation: Navigating the Hidden Agendas of Bargaining shows women (and men) how they can become more effective in their everyday negotiations by attending to the dual requirements of the shadow negotiation — advocacy for oneself and connection with others. Originally titled, The Shadow Negotiation, Harvard Business Review named it one of the ten best business books of 2000 and it received the best book award from the International Association of Conflict Management in 2001. Dr. Kolb's new book,  Her Place at the Table: A Woman's Guide to Negotiating the Five Challenges of Leadership Success, describes how successful women negotiate for what they need to be effective in leadership roles at all levels of an organization.

Dr. Kolb publishes extensively on these topics and regularly presents her work to national and international audiences. Kolb has recently done work with: Campbell Soup, Credit Suisse First Boston, Deutschebank, Deloitte and Touche, Eli Lilly, EMC, W.L. Gore, IBM, JP Morgan-Chase, Phillips Medical, PricewaterhouseCoopers, Time, Inc., and Verizon. Non-profit organizations have included The Ford Foundation, The Consultative Group in International Agricultural Research (CGIAR), Girl Scouts, USA, The Society for Human Resource Management, Financial Executives International, Financial Women's Association, the Mayo Clinic, Network of Executive Women, Women in Technology International, among many others. Dr. Kolb is a principal in Negotiating Women, LLC., a company that provides negotiation training and consultation especially designed for women.

Dr. Kolb joined the Simmons faculty in 1977. From 1991-1994, she was Executive Director of the Program on Negotiation at Harvard Law School. She is currently a Senior Fellow at the Program where she co-directs The Negotiations in the Workplace Project. For the fall term 2008-2009 Dr. Kolb will be the Faculty Research Fellow at Michelle Clayman Institute for Gender Research Stanford University.

Publications

  • "It is More than Asking: Gendered Negotiation Orders," with Kathleen McGinn, International Journal of Conflict Management, forthcoming.
  • "Negotiating in Academic Medicine: A Necessary Career Skill," with Suzanne Sarfaty, MD, Rosalind Barnett, PhD, Laura Szalacha, EdD, Cheryl Caswell, MBA, Thomas Inui, MD,  Phyllis L Carr, MD, Journal of Women's Health, forthcoming
  • "The Elusive Phenomena: A Commentary on the Study of Conflict in Organizations," in Michele Gelfand and Carsten De Dreu (editors), Handbook on the Study of Conflict and Organizations, Lawrence Erlbaum, forthcoming.
  • Patricia Fili-Krushel (with Kathleen McGinn and Cailin Hammer), Harvard Business School Publishing, forthcoming.
  • "Making Strategic Moves," in Negotiation:  Readings, Exercises and Cases, Fifth Edition. Roy Lewicki, Bruce Barry, and David Saunders (editors). Prentice-Hall, 2007.
  • "Strategic Moves and Turns" Cases and Teaching Notes in Negotiation:  Readings, Exercises and Cases, Fifth Edition. Roy Lewicki, Bruce Barry, and David Saunders (editors). Prentice-Hall, 2007.
  • "A Paradox of  Positions: Getting Creative When Division is the Task," with Peter Carnevale, Harvard Negotiations Newsletter, January 2007.
  • Cathy Benko: WINing At Deloitte (with Kathleen McGinn and Cailin Hammer), Harvard Business School Publishing, November 2006.
  •  "Parallel Processes: Strategic Moves and Turns in the Shadow Negotiation," In Christopher Honeyman and Andrea Schneider, The Negotiator's Fieldbook, American Bar Association, August 2006.
  • "It's More Than Who We Are: Gender Issues in Negotiation," with Linda Putnam, Christopher Honeyman and Andrea Schneider, The Negotiator's Fieldbook, American Bar Association, August 2006.
  • "Don't Get Trapped: Negotiating the Conditions for Success," Korean Women's News, February 2006.
  • "Thrive or Survive in Your New Leadership Role," Harvard Management Update, November 2005.
  • "Negotiation through a Lens of Gender" in Negotiation and Settlement Advocacy, Second Edition. Charles Wiggins and L. Randolph Lowry, (editors), West Publishing Company, 2005.
  • "Negotiation Through a Gender Lens,"Handbook of Dispute Resolution, Robert Bordone and Michael Moffitt (editors), with Linda L. Putnam, 2005.
  • "Will You Thrive—or Just Survive?" Harvard Negotiation Newsletter, (January 2005)
  • "La négociation: une question de genre?" with Linda Putnam, Negociation, (Fall 2004), 
  • "Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation," Negotiation Journal (April 2004).  Reprinted in Negotiation: Readings, Exercises and Cases, Fifth Edition. Roy Lewicki, Bruce Barry, and David Saunders (editors). Prentice-Hall, Forthcoming, 2005.
  • "The Shadow Negotiation and Interest Based Negotiations at Kaiser-Permanente," Negotiation Journal (January 2004)
  • "Staying in the Game", Harvard Negotiation Newsletter, (December 2003)
  • "Everyday Negotiations in Human Resources," HR Professional (April-May 2003) and Personal Fuhrung (August 2002).
  • "Negotiation and Conflict Resolution," Chapter in Managing for the Future, Deborah Ancona, (editor), Thompson Publishing, 2003.
  • "Gender and Negotiation," Chapter in Gender, Work, and Organizations, Robin Ely, Erica Foldy, Maureen Scully, (editors), Blackwell Publishers, 2003.
  • "Negotiating What You're Worth," (with Ann Schaffner), Library Journal, October 2001, Vol. 126, No. 17.
  • "Shadow Negotiation: Balance Advocacy with Connection," Executive Excellence, Vol. 18, No. 4, April, 2001
  • "Breakthrough Bargaining," (with Judith Williams). Harvard Business Review, February 2001; Reprinted in Negotiations: Business Fundamentals, Harvard Business School Press, 2001; Reprinted in Negotiation: Readings, Exercises and Cases, Fifth Edition. Roy Lewicki, Bruce Barry, and David Saunders (editors). Prentice-Hall, Forthcoming, 2005.
  • "It's Still a Test," (with Maureen Scully). In Lani Guinier and Susan Sturm, Who's Qualified, Sagebrush, 2001.
  • "More than Just a Footnote: Constructing a Theoretical Framework for Teaching about Gender in Negotiation," Negotiation Journal, October 2000, Vol. 7., No. 4.
  • "Rethinking Negotiation: Feminist Views of Communication and Exchange," (with Linda L. Putnam), in P. Buzannell (ed.), Rethinking Organizational Communication from Feminist Perspectives, Sage Publications, 2000
  • "Moving Out of the "Armchair": Initial Attempts to Apply Feminist Organization Theory to Organizations" (with Debra Meyerson), Organizations, November 2000. Reprinted in Sünne Andresen, Mechthild Koreuber, Dorothea Lüdke (Hrsg.): Gender and Diversity: Albtraum oder Traumpaar? VS Verlag für Sozialwissenschaften.Wiesbaden, erscheinen 2007 (forthcoming 2007) 
  •  "An Eclectic Scholar and Conference: An Introduction, in Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin", (with Associates), Program on Negotiation Books, 1999.
  • "Keeping Gender in the Plot: A Case Study of the Body Shop," (with Debra Meyerson) in Gender at Work: Organizational Change for Equality. Aruna Rao, Rieky Stuart, and David Kelleher (eds.), Kumarian Press, 1999.
  • "Waiting for Outcomes: Anchoring Gender Equity and Organization Performance in Cultural Assumptions" (With Deborah Merrill-Sands) in R. Burke (ed.) Women in Management Review, Volume 14, Issue 5, 1999
  •  "Gender and the Shadow Negotiation," in Gender Lens, a publication of the Consultative Group in International Agricultural Research, 1998.
  • "Unexpected Connections: Considering Employees' Personal Lives Can Revitalize Your Business" (with Lotte Bailyn and Joyce Fletcher), Sloan Management Review, 1997. Reprinted in Inventing the Organizations of the 21st Century, Thomas Malone, Robert Laubacher and Michael Scott Morton (editors), MIT Press.
  • "Through the Looking Glass: Negotiation Theory Refracted Through the Lens of  Gender" (with Linda Putnam) in S. Gleason (ed.) Frontiers in Dispute Resolution in Industrial Relations and Human Resources, Michigan State University Press, 1997.
  • "Relinking Work and Life Toward a Better Future," (with Lotte Bailyn, Rhona Rapoport, and Joyce Fletcher), The Ford Foundation, 1996.
  • "She Said It All Before or What Did We Miss About What Ms. Follett Said in the Library" (with Lisa Jensen and Vonda Shannon), Organizations, 1996.
  • "Love for Three Oranges" Negotiation Journal, 1995
  • "Mediation on the Home Front: Implications for Global Conflict Resolution (with Eileen Babbitt). In J. Vasquez and L. Stamato (editors), Beyond Confrontation, University of Michigan Press, 1995.
  •  "Waiting in the Wings: Mediation's Role in Grievance Handling." (with Peter Feuille). Negotiation Journal, 1994.
  • "Constructive Conflict for All: Dispute Resolution and Diversity in Organizations" (with Anne Donnellon). Journal of Social Issues, 1994. Reprinted in Using Conflict in Organizations, Carsten De Dreu and Evert Van De Vliert (Eds), Sage Publications, 1997.
  • "Working Behind the Scenes: Gender and Informal Conflict Management" (with Cynthia Chataway). In A. Taylor and Judi Bernstein Miller (editors) Conflict and Gender. Creskill, NJ: Hampton Press, 1994.
  • "Organizations as Settings and Players in International Multilateral Negotiations" (with G.O. Faure). In I.W. Zartman (editor), New Perspectives on International Multilateral Negotiations. San Francisco: Jossey-Bass, 1994.
  • "Reducing the `Litigious Mentality' by Increasing Employees' Desire to Communicate Grievances" (with Debra Shapiro). In S. Sitkin and B. Bies, The Litigious Organization. Newbury Park, Calif.: Sage, 1994. 
  • "Conditioning Parties to Settle Labor Grievances: A Profile of William Hobgood." In D. Kolb (editor), Making Talk Work. San Francisco: Jossey-Bass, 1994.
  • "Of Mediators and Mediation: An Introduction." In D. Kolb (editor), Making Talk Work. San Francisco: Jossey-Bass, 1994.
  • "Practical Realities in Making Talk Work" (with K. Kressel). In Making Talk Work. San Francisco: Jossey-Bass, 1994.

Books

  • Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success with Judith Williams and Carol Frohlinger Jossey-Bass/ John Wiley, 2004.
  • Everyday Negotiation: Navigating the Hidden Agendas of Bargaining, Jossey-Bass/John Wiley, 2003
  • The Shadow Negotiation: How Women Can Master the Hidden Agendas that Determine Bargaining Success with Judith Williams, Simon and Schuster, 2000. (Named one of the 10 Best Business Books of 2000 by Harvard Business Review and recipient of Best Book Award from the International Association of Conflict Management, 2001)
  • Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin, (with Associates), Program on Negotiation Books, 1999.
  • When Talk Works: Profiles of Mediators (with Associates), Jossey-Bass, 1994
  • Hidden Conflict in Organizations: Uncovering Behind the Scenes Disputes (with Jean Bartunek), Sage Publications, 1992
  • The Mediators, MIT Press, 1983
  • Her Place at the Table, Video, Program on Negotiation, 1988

Research

  • 2006 - Newspaper Articles or Columns: Don't Get Trapped: Negotiating the Conditions for Success, Korean Womens News, February 2006.
  • 2005 - Thrive or Survive in Your New Leadership Role, Harvard Management Update, November, 2005.
  • 2005 - Will You Thrive or Just Survive?, Harvard Negotiation Newsletter.
  • 2003 - Staying in the Game, Harvard Negotiation Newsletter.

Awards & Accolades

  • Swanberg-Novotny Research Fund Grant, Simmons School of Management to Study Gender and Leadership, 2003-04.
  • Ford Foundation Grant to Study Gender Relations and Organizational Change, 1995-00. (Co-principal investigator with Professor Debra Meyerson).
  • Visiting Scholar in Feminist Practice, University of Michigan, March, 1995.
  • Ford Foundation Grant to Study Work/Family Conflict and Gender Equity in the Workplace, 1991-94 (Co-principal investigator with Professor Lotte Bailyn).
  • Women's College Coalition Grant to Study Invisible Work in Negotiation, 1993-94.
  • The Zannetos Award, Sloan School of Management, the Massachusetts Institute of Technology, 1982 (An award, judged by the faculty, recognizing the best doctoral dissertation for that year at the Sloan School).
  • National Institute of Dispute Resolution, Grant to Developing Business School Curriculum on Managers as Third Parties, 1985-86.
  • National Institute of Dispute Resolution, Grant to Develop Curriculum on Gender in Negotiation, 1988-89.

Work in Progress

  • Gendered negotiating orders and using the ‘7' Ps of strategic moves for individual and organizational change
  • Negotiating Work, co-authored with Professor Linda Putnam to be published by Oxford University Press

Professional Memberships

  • Academy of Management
  • International Association of Conflict Management
  • Member of the Equity Commission of the Massachusetts Bar Association, the Massachusetts Women's Bar Association, and the Boston Bar Association

Consulting Work

Among other firms, Kolb has recently done work with: Campbell Soup, Credit Suisse First Boston, Deutschebank, Deloitte and Touche, Eli Lilly, EMC, W.L. Gore, IBM, JP Morgan-Chase, Mastercard, National Grid, Philips Medical, Pricewaterhouse/Coopers, Textron, Time, Inc., and Verizon. Non-profit organizations have included The Ford Foundation, The Consultative Group in International Agricultural Research (CGIAR), Girl Scouts, USA, The Society for Human Resource Management, Financial Executives International, Financial Women's Association, the Mayo Clinic, Network of Executive Women, Women in Technology International, among others.

Speaking Engagements

  • It Pays to Ask:  Using the ‘7 Ps of Strategic Moves,' Simmons Leadership Conference, May, 2008
  • Leveraging Your Role as a Leader—talk presented to Women, Inc (Houston and Dallas, February, 2008; Kalovig Center, Aarhus, Denmark, April, 2008; 100 Wise Women, Minneapolis, May 2008
  • Gender and Negotiation, DJOEF, Copenhagen, Denmark, April, 2008; The John F. Kennedy School of Government, November 2007.
  • The Shadow Negotiation: Practical Tactics for Women Business Owners, Latina Entrepreneur and Business Summit, May 2007.
  • Negotiating in the Academy, Washington University, St. Louis, January 2007; Case Western Reserve, November 2005; INSEAD, May, 2005.
  • Gender and Negotiations, India Institute of Management, Kolkata, January 2007; Women in Alternative Assets, May 2006.
  • Yes, And—Negotiating Conditions for Leadership Success, Textron, May, 2007; Women's Congress Boston, March, 2007; Mastercard, December 2006; University of Buenos Aires, November, 2006; W.T. Gore Women's Network, June, 2006; Washington Dispute Resolution Conference, April, 2006; Women's Executive Leadership Conference, University of Wisconsin, October 2005;  Women's Business Forum, Washington, D.C., March 2006; Phillips Medical, January, 2006, Women in Project Management, Scottsdale, June 2005.
  • Everyday Negotiations, Hyderabad, January, 2007; Boston University Medical School, March 2007; Eli Lilly Women District Sales Managers, January 2006; EMC, February, 2006; Deutschebank, January 2006;  Mayo Clinic, June 2006; Deloitte Women's Initiative in Boston, May 2006, Los Angeles, May 2006. 
  • The Shadow Negotiation: Navigating the Hidden Agendas of Bargaining.University of Buenos Aires, November 2006. Making it a Win-Win, Panel at The Conference Board, April 2006.
  • Projections and Roles in Negotiation, Interdisciplinary Seminar, Harvard Law School, December 2005.
  • Feminist Thinking and Rethinking Negotiation, Academy of Management, Honolulu, August, 2005.
  • Everyday Negotiation: Creating conditions for Leadership Success, Women's Lyceum, Kansas City, May 2005; American Academy of University Pediatric Administrators, May 2005.
  • Yes, And….Negotiating Conditions for Leadership Success, Simmons Leadership Conference, April, 2005.
  • Her Place at the Table, Women's Leadership Circle, Brigham and Women's Hospital; Women and Business Network, Suffolk University, March 2005.
  • Her Place at the Table: Creating Conditions for Leadership Success, Campbell Soup Company, January, 2005; Deloitte Women's Initiative Program, February 2005.
  • Yes, And: Negotiating Conditions for Leadership Success, Network of Executive Women, February, 2005.
  • Negotiating What You are Worth, Boston University Medical School, February, 2005.
  • Her Place at the Table:  A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, Simmons School of Management and Commonwealth Institute, December, 2004.
  • Leading with Presence: The Art of Negotiation.  Keynote address to Springboard Boot Camp, October, 2004.
  • Can Venus Talk to Mars or What Planet Am I On?  Gender and Negotiation in the Laboratory Conference, Kennedy School, October 2004.
  • The Shadow Negotiation:  Bargaining to Create Conditions for Leadership Success, Women's Executive Leadership Conference, University of Wisconsin, October 2004; University of Pennsylvania Medical School Women's Focus Conference, October, 2004.
  • Creating Conditions for Leadership Success, Presentation to Financial Women's Network, Credit Suisse-First Boston, July, 2004; Financial Women's Association (Chicago), October 2004.
  • Everyday Negotiation in Human Resources, Keynote Address to the Maine Association of Human Resource Practitioners, May, 2004.
  • Her Place at the Table:  How Women Negotiate Challenges for Leadership Success. Paper presented to the Leadership Seminar, INSEAD, May 2004.
  • Negotiating for Leadership: Three Challenges, Six Strategic Moves. Paper presented at the Simmons Leadership Conference, May, 2004.
  • Positioning in Negotiation: An Analysis of Moves and Turns. Paper presented at the Dispute Resolution of the American Bar Association, April, 2004.
  • Taking the Lead:  How Women Negotiate Conditions for Leadership Success. Presentation at the Boston Club Roundtable Discussion Series, February 2004.
  • Staying in the Game or Changing It: Moves and Turns in the Shadow Negotiation, paper presented at the Critical Moments Conference, Program on Negotiation, Harvard Law School, November 2003.
  • Negotiating the Conditions for Your Own Success and Achieving Small Wins for Women. Keynote speech at the IBM Global Women's Forum, May 2003.
  • The Shadow Negotiation and Dispute Resolution, Keynote Address at the Boston Bar Association Program for Volunteers in the Boston Municipal Court, May 2003.
  • Surprises in Research: Lessons from the Shadow Negotiation, Keynote address at the Dispute Resolution Program, University of Texas in Austin, April 2003.
  • Negotiating the Conditions of Your Career Success, Panel at Columbia Women In Business Conference, March, 2003.
  • The Shadow Negotiation and Interest Based Negotiations at Kaiser-Permanente. Paper presented at Interest Based Bargaining Conference, MIT, March 2003.
  • The Shadow Negotiation: Learning from Women, presentation to the Center for Executive Women and the Dispute Resolution Center, Kellogg School, Northwestern, October, 2002.
  • Rethinking Gender and Negotiation, presentation to doctoral students and faculty, Kellogg School, Northwestern, October 2002.
  • The Shadow Negotiation:  Using Strategic Moves to Even the Odds.  Presentations at York University (October, 2002); California Public Employees Labor Relations Association (November, 2002); Oregon Mediators Association (November, 2002).
  • Relational Interdependence, Presentation and Symposium at the Academy of Management, Denver, Colorado, August 2002.
  • The Shadow Negotiation: Using Strategic Moves to Even the Odds, Masters Address, Society of Human Resource Professionals, June 2002.
  • The Shadow Negotiation:  Capitalizing on Everyday Bargaining Opportunities. National Association of Female Executives Conference, May 2002.
  • Mastering the Shadow Negotiation: Practical Tactics for the Workplace. The Financial Executives International Women's Network and the Harvard Business Club of New York, March 2002.
  • Getting What You're Worth, Boston Women Communicators, January 2002.
  • The Dance in the Shadow:  Who Leads in Negotiation?  The Financial Women's Association, November 2001.
  • Mastering the Shadow Negotiation: Practical Tactics for the Workplace. Women in Design Conference, November 2001.
  • Gender and Negotiations. Presentation to Women Waging Peace, November 2001.
  • The Shadow Negotiation: Using Strategic Moves to Even the Odds.  Keynote address at the Virginia Mediators Association, October 2001.
  • The Shadow Negotiation: What Can we Learn from Studying Gender, Presentation to the Massachusetts Society of Dispute Resolution, September 2002; Program on Negotiation Interdisciplinary Seminar, October, 2001; Quinnipiac-Yale Law School Dispute Resolution Forum, October 2001; Organization Studies Seminar, Sloan School, November 2001.
  • The Shadow Negotiation: Finding a Voice: Turning Points in My Career.  Talk presented at a symposium, "Looking Back and Looking Forward," Annual Meeting of the International Association for Conflict Management, Paris, June, 2001.
  • Shadow Negotiation in a Professional Environment. Workshop presented at the Committee on the Status of Women Librarians Program, American Library Association, San Francisco, June, 2001.
  • The Shadow Negotiation: Using Strategic Moves to Even the Odds. Keynote Address to the New Hampshire Mediators, Manchester, NH, May, 2001.
  • Mastering Hidden Agendas. Workshop at the Simmons Leadership Conference, Boston, MA, May, 2001.
  • Gender and Negotiations. Panel at the American Bar Association Dispute Resolution Meeting, Washington, D.C., April, 2001.
  • The Shadow Negotiation: Using Strategic Moves to Even the Odds. Presentation at a Conference on Women and Work, Center for Women and Psychological Health, Lexington, MA, March, 2001.
  • Why Do We Go There? The Lure of Gender Difference in Research and Practice, CPR Institute for Dispute Resolution, Winter Meeting, New York, January, 2001.
  • Managing the Shadow Negotiations, Boston Women Communicators, Boston, January, 2001.
  • Gender Issues in Negotiation, presentation at the Second Women Waging Peace Conference, Kennedy School of Government, November 2000.
  • Evening the Odds: Negotiating in Technical Environments, Women in Technology International Annual Meeting, Boston, October 2000.
  • Negotiating in the Academic Medical Environment, American Association of Medical Colleges annual meeting, Chicago, October 2000.
  • What are You Worth?  The Dynamics of Negotiating. Girls, Women, and Money Conference, Boston, September, 2000.
  • Renewing our Interest in Gender in Negotiations: What's New or What Would Really be New? Paper presented at a symposium, Gender and Negotiations, Academy of Management, Toronto, August, 2000.
  • In One Way and Out the Other II: Transformation in Negotiations, Panel at the Academy of Management, Toronto, August, 2000.
  • Negotiation: A Critical Skill in the Changing Medical World, Fellows Program,  Harvard Medical School, June, 2000.
  • Gender Issues in Negotiation and Conflict Resolution, Presentation at Workshop on International Conflict Resolution, Sabanci University, Istanbul, May 2000.
  • New Ways of Understanding Gender Issues in Organizations (and Strategies for Working in Them), Conference on Women and Work, Center for Women and Psychological Health, March, 2000.
  • Negotiation: Research and Practice, Presentation at Harvard Business School Women's Conference, January, 2000.
  • "Gender Issues in Negotiation," Presentation to the Women Waging Peace Conference, John F. Kennedy School of Government, December 2000.
  • Teaching about Gender in Negotiations, Presentation to Faculty Seminar, Program on Negotiation, Harvard Law School, September, 1999.
  • "Gender and The Behavioral Theory," Paper presented at a symposium, The Behavioral Theory of Negotiations in a Pluralistic World, Academy of Management, Chicago, August, 1999.
  • "Connecting the Individual with the Systemic: Innovation and the Ombudsman's Role," Keynote speaker at the National Conference, National Association of Professional Ombudsman, Phoenix, Arizona, May, 1999.