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Negotiating at Work by Jessica L. Porter, Deborah M. Kolb

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1You Can't Get What You Want If You Don't Know What You Want

Several years ago, I was teaching a negotiation program for women in Addis Ababa, Ethiopia. The women in the program, scientists from all over the world, worked for large international development organizations, universities, and local nongovernmental organizations (NGOs), all in the field of agriculture. Our curriculum focused on how the women could better advocate for what they wanted and needed in their careers during negotiations at work. Their issues ranged from securing the resources to attend international conferences to working out disagreements between different groups of scientists over grants, to negotiating for promotions, to securing more resources for a project.

One evening, ...

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