TC's Noumair in The Harvard Business Review | Teachers College Columbia University

Skip to content Skip to main navigation
News & Events Header

Teachers College Newsroom

Skip to content Skip to content

Negotiate for More by Resetting Others' Expectations: TC's Noumair in The Harvard Business Review

 

Know your own Velcro! Which means that when it comes to negotiating for a raise or more credit or resources from your organization, don't revert to past patterns of behavior that, like the sticky fabric, can lock you into a weaker negotiating position that undermines your career growth and success.

So urge TC organizational psychologist Debra Noumair and coauthor Deborah M. Kolb in The Harvard Business Review. Instead, they advise, follow a few key steps -- evaluating your leverage; setting the tone for the conversation; being clear about what you want; standing firm -- and you can retrain people to have different expectations of your behavior and to respond differently to your demands.

Published Monday, Jun 20, 2016

Debra Noumair
Debra Noumair, Associate Professor of Psychology and Education

 

Know your own Velcro! Which means that when it comes to negotiating for a raise or more credit or resources from your organization, don't revert to past patterns of behavior that, like the sticky fabric, can lock you into a weaker negotiating position that undermines your career growth and success.

So urge TC organizational psychologist Debra Noumair and coauthor Deborah M. Kolb in The Harvard Business Review. Instead, they advise, follow a few key steps -- evaluating your leverage; setting the tone for the conversation; being clear about what you want; standing firm -- and you can retrain people to have different expectations of your behavior and to respond differently to your demands.

How This Gift Connects The Dots
 
Scholarships & Fellowships
 
Faculty & Programs
 
Campus & Technology
 
Financial Flexibility
 
Engage TC Alumni & Friends