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Role Simulations
Lawrence Susskind, Deborah Kolb, Paddy Moore, Margaret Borne and Peter Shapiro
Three- or four-party consultation by one or two human resources representatives to manage an affirmative action complaint by an employee against his supervisorDeborah Kolb and Michael Wheeler
Two-party negotiation between a company's chief financial officer and the head of the human resources department regarding the budget for the department's reorganizationDeborah Kolb
Two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hireDeborah Kolb and Lawrence Susskind
Five-person, multi-issue, facilitated negotiation among four managers and a Human Resources facilitator over the design of the company's new account systemVideo and Audio
Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School
"Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.
Videos and Audio
Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School
An exploration of the issue of gender in negotiations, featuring interviews with three professional women negotiatorsCase Studies & Articles
Margaret Borne, with the assistance of Deborah Kolb, Paddy Moore and Lawrence Susskind
Books
Book
A practical guide for women negotiating the challenges of any demanding role, including tips for avoiding common traps and strategic moves for success
