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Negotiation
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Negotiation. Gender and Negotiation . Women ask less This is largely due to both real and perceived gender discrimination around negotiation Women are more likely to be perceived as greedy, demanding, and “not nice” compared to men when negotiating raises (by both men and women)
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Negotiation
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Gender and Negotiation • Women ask less • This is largely due to both real and perceived gender discrimination around negotiation • Women are more likely to be perceived as greedy, demanding, and “not nice” compared to men when negotiating raises (by both men and women) • More likely to think that their hard work and accomplishments will be recognized and they will be rewarded without asking • Women are as good or better than men when negotiating on the behalf of others • Expectation can drive behavior • Stereotype Threat: When women were told that women negotiate poorly, they did worse than men.
Negotiation Tips (Gender Neutral) • Every bad deal you have gotten, you have agreed to SO… • Do your research • Time your negotiation • Before you being the process figure out your Best Alternative to a Negotiated Agreement (BATNA) • Your walkaway point • DO NOT SHARE THIS INFORMATION, but try to get theirs. • Always negotiate in person if possible
Negotiation Tips (Gender Neutral) • Set up a friendly rapport before starting the negotiation • Think of the person your negotiating with as your negotiation partner, not opponent or adversary • Set the opening price/package, if possible • Set it just slightly above of your desired salary/package • Justify your request with your research • Endure the silence. • BUNDLE your requests • Use if/then language • You can concede on one issue and have the other concede on another
Negotiation Strategies for Women • Rational: By getting a better deal, you can then work to move yourself to a place where you are able to help women and change these stereotypes • Women are more effective when they are position themselves as being communally oriented • How they love this university, how they benefit the university, want to improve it, etc. • Women are more effective when they communally problem solve and ask for help • I have this other offer but I would really like to stay here, can your help me?
Negotiation Strategies for Women • Doubly important for women to package their negotiation points • Think about yourself negotiating on the behalf of others (partner/spouse/children/family/pets/whoever!) • Defer blame if possible • It was recommended to me by so and so that I come here and negotiate for a better deal.