Kolb, Deborah

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Role Simulations

Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Binder KadeerConsultation in the Company

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 supervisor
Role Simulation
Technology Negotiation Role-Play:

Chiptech

Deborah Kolb
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 reorganization
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Colortek Job

Deborah Kolb
Two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hire
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Designing an Integrated Account SystemFacilitation in the Company

Deborah 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 system
Role Simulation

Video and Audio

Videos 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.
original
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 negotiators

Case Studies & Articles

Margaret Borne, with the assistance of Deborah Kolb, Paddy Moore and Lawrence Susskind

Books

original
Book
Deborah Kolb, Judith Williams, Carol Frohlinger
A practical guide for women negotiating the challenges of any demanding role, including tips for avoiding common traps and strategic moves for success
original
Book

Deborah Kolb & Jessica Porter

Selected by TIME as one of the best negotiation books of 2015, Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work.

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