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Prof Deborah Kolb: How to Negotiate Better at Work

Professor Deborah Kolb teaches Negotiations at Harvard Law School. She is an authority on gender issues in negotiation and leadership, and has written many books on the subjects. Her most recent book, Negotiating at Work: Turn Small Wins into Big Gains , was named by as one of the best negotiation books of 2015.  It offers practical advice for initiating and managing your own workplace negotiations in order to get the jobs you want, create new opportunities, and manage a balanced life.

During our chat, Deborah talked about the 4 pillars of negotiations. We delved into key concepts like “the Glass Cliff” and how to handle it, “invisible work” and how to make sure it counts, the power of silence and the value of “yes, AND”. Deborah shared highly relatable stories to illustrate her many points, and also some tips on how to deal with resistance.

My favorite quote of the episode was “I always used to think that if someone asked you to do something, your answer was either a yes or a no…”

You can find Deborah at her website and on LinkedIn.

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