Women Negotiate

$100.00

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

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PON Video Series, 1989

Featuring interviews with three professional women negotiators, Women Negotiate explores the issue of gender in negotiations. Professor Deborah Kolb created the video to address various gender stereotypes women face in high stakes negotiations settings and to offer prescriptive advice on how to overcome these barriers based on the wisdom of successful women negotiators.

In Women Negotiate, Kolb articulates the need for women to become aware of their strengths as negotiators in order to meet the particular challenges present in a historically male-dominated field. She also stresses the need for women to develop their own, unique negotiation style that maximizes their individual skills.

The three interviewees – Martha Crowninshield, Catherine Donaher, and Alice Flynn – add personal experiences to Kolb's theoretical framework. Reflecting on their personal negotiation backgrounds as lawyers, consultants and labor negotiators, the women articulate the importance of preparation, relationships, empathy, and mindfulness in successful negotiations.

Finally, Women Negotiate provides advice for dealing with difficult tactics, such as intimidation, manipulation, and patronization. The women negotiators discuss the effective use of humor, controlled anger, silence and process moves as practical ways to deal with difficult tactics.

Women Negotiate was produced with the Simmons College Graduate School of Management and the Program on Negotiation at Harvard Law School. Deborah Kolb is Professor of Management at Simmons School of Management and is the Founder and Co-Director of its Center for Gender in Organizations.

Women Negotiate Attributes

Time required: Less than 30 minutes
Teaching notes available: No,
Run Time: 28 minutes
Produced by: Simmons College Graduate School of Management, 1989