Deborah Kolb & Carol Frohlinger: Cofounders of Negotiating Women, Inc.

Please go to the Internet to learn more about Deborah Kolb and Carol Frohlinger, visit Negotiating Women, Inc.'s Website at www.negotiatingwomen.com.

Support your answers to the following questions with specific information from the case and your textbook, or with other information you get from the Web or other sources.

1.    Why has Negotiating Women, Inc focused its attention on women?

2.    The text discusses some of the many reasons to develop your networking skills (such as to get a job or a better position, to perform better at your current job, or to advance within your organization). In what ways does Negotiating Women, Inc address some of these needs?

3.    The case listed examples of questions that can be addressed by Negotiating Women, Inc. Select any two questions on the list and indicate whether they can be addressed using networking, negotiating or both.

4.    According to Dr. Kolb, setting goals too low "is likely to become a self-fulfilling prophecy." She wants women to develop a backbone, something that takes preparation to accomplish. How can networking help someone in this situation?

5.    In the case Dr. Kolb warns against making unilateral concessions during negotiations. Instead she advises that you should figure out the other side's hidden agenda, devise an alternative if you can't reach an agreement and plan to deflect moves that put you on the defensive. The textbook describes the negotiating process as consisting of four steps: planning, bargaining, possibly a postponement and an agreement or no agreement. In which step does this statement by Dr. Kolb belong?

6.    In Chapter 3 we discussed job satisfaction and its determinants - the work itself, pay, growth and upward mobility, supervision, co-workers and attitudes towards work. Which of these determinants can be greatly enhanced through negotiating?

7.    In Chapter 4 Career Planning is defined as the process of setting career objectives and determining how to accomplish them. How can networking help with one's career planning?