The Negotiator Magazine

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Differences by education level:

Education played a major part in responses to all questions. A willingness to negotiate salary increases with education, but across all education levels fully a quarter of the women surveyed remained dissatisfied with their results.

Deborah M. Kolb, Carol Frohlinger, and Judith Williams are partners in The Shadow Negotiation, LLC, a company that will provides negotiation courses specifically for women on the Web. Visit their website at http://www.theshadownegotiation.com.

Deborah M. Kolb is professor of management at the Simmons College Graduate School of Management in Boston and codirector of its Center for Gender in Organization. She is a former executive director of the Program on Negotiation at Harvard Law School, where she continues as codirector of the Negotiations in the Workplace Project.

Carol Frohlinger is president of Crossell, Inc., a consulting and training company focused on helping to advance women in business. Frohlinger has over 15 years' experience consulting to major corporations on performance improvement, both developing course materials and leading training initiatives. A former practicing attorney, she holds a J.D. from Fordham University.

Judith Williams has worked in publishing and investment banking. In 1990 she left the private sector to establish a not-for-profit corporation dedicated to the study of organizational change and how women can promote it. She holds a Ph.D. from Harvard

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