How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:47] Learn more about Deborah Kolb
• [3:52] Why are your wants and needs difficult to articulate? 
• [8:33] How to turn small wins into big gains
• [13:02] How to work backward from the outcome
• [19:17] Why clearly communicating your value is important 
• [24:03] Searching for creative options for mutual gain
• [27:42] The concept of “Moves and turns”

Resources & People Mentioned

• Book: Negotiating at Work: Turn Small Wins into Big Gains
• The Negotiation in the Workplace project
• Article: jd.org/library/abstract/madam-c.e.o.-get-me-a-coffee">Madam C.E.O., Get Me a Coffee

Connect with Deborah Kolb

• Deborah’s website
• Connect on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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