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Next-Level Negotiating (HBR Women at Work Series)
book

Next-Level Negotiating (HBR Women at Work Series)

by Harvard Business Review, Amy Gallo, Deborah M. Kolb, Suzanne de Janasz, Deepa Purushothaman
December 2022
Beginner content levelBeginner
224 pages
3h 16m
English
Harvard Business Review Press
Audiobook available
Content preview from Next-Level Negotiating (HBR Women at Work Series)

3

Stop Overlooking Opportunities to Negotiate

by Suzanne de Janasz

During a workshop for mid- to senior-level career women, I posed the following scenario:

While in your favorite department store, you spot a very attractive pair of “professional” shoes. You happen to know that starting tomorrow, all ladies’ shoes will be 30% off. What would you do?

Anne raised her hand confidently and responded, “I’d come back tomorrow.” Pivoting quickly, I asked, “What if you’re leaving tomorrow morning for a weeklong business trip?” She then responded with “Um … maybe I’d see if I could order them online tomorrow at the sale price?”

It’s true: not everyone is motivated by a sale price. Similar low-stakes negotiations—like asking your cable company for a better ...

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Publisher Resources

ISBN: 9781647824341