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Ask The Negotiator

Deborah M. Kolb, Carol Frohlinger, and Judith Williams

Ask the Negotiator is designed to afford our readers with the opportunity to ask questions about any aspect of negotiations and provide them with answers from experienced negotiators in future editions of the magazine. Please direct your questions to John Baker at [email protected] We will only publish your first name or the nom de plume you suggest along with your country when your question is published. Your question will be answered either by John Baker or by a member of The Negotiator Magazine’s growing list of outside negotiation resources.

We are delighted to have Deborah M. Kolb, Carol Frohlinger, and Judith Williams as our first guest respondents for the Ask the Negotiator column. They are well-known and highly experienced negotiations professionals, whose work on women’s salary issues is recognized throughout the field.

DEBORAH M. KOLB is professor of management at the Simmons Graduate School of Management and founder of its Center for Gender and Organizations. She is also a senior fellow and former Executive Director of the Program on Negotiation at Harvard Law School. She holds a Ph. D. from MIT.

CAROL FROHLINGER is the founder of Crossell, Inc., a consultancy focused on advancing women in business. She has worked with major companies to identify and solve performance management problems. She has designed, developed and delivered highly effective training courses on negotiation, sales, sales management, leadership and team building. She holds a JD from Fordham University Law School.

JUDITH WILLIAMS is the founder of a not-for-profit corporation dedicated to the study of organizational change and how women can promote it. She has worked in publishing and investment banking. She holds a Ph. D. from Harvard University. She is the co-author, with Deborah Kolb, of The Shadow Negotiation: How Women Can Master the Hidden Agendas that Determine Bargaining Success, named by the Harvard Business Review as one of the top books of 2000

And now, this month’s letter …

Career Change… Three Steps in Preparing for Salary Negotiations

Dear Negotiator:

I am a physical therapist who wishes to practice in some “unchartered waters”. With that in mind, I am not sure how to value my skills. Traditional practice settings usually have a relatively tight salary structure. I am presently in a position that is a combination of management and patient care and wish to transition to patient care and teaching. Am I selling myself short if I am inclined to take a lower salary if necessary and bargain for bonuses if projects are successful? I want to be seen as reasonable and valuable and feel that project progress could demonstrate that I am a worthwhile part of the team. I am in the early phase of my position design. I appreciate any help that you can offer.

Thank You,
Jennifer (USA)

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