Negotiation

Women are 14-23% more successful than men when representing others.

Margaret A. Neale

Research shows that missing an opportunity to negotiate can significantly reduce your opportunities down the road. Research also shows that in many ways, women are wise to think twice before asking: Their negotiation attempts are judged more harshly than those of their male counterparts. Stanford Business Professor Margaret A. Neale clarifies the gendered expectations women face and offers solutions for success. When viewed as problem solving, negotiation moves from being a win-lose game to one of mutual benefit. Neale points to cases where women can use negotiation to their advantage. This material will help you negotiate and advise others — subordinates and peers — on ways to achieve more of what you (and they) want . The goal is to reframe negotiations as problem solving. With this new frame you can inspire new ways — small and large — of practicing negotiating in everyday interactions. By doing so, you will be prepared to package the big asks and improve your chances of getting more of what you want.

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View Negotiation Resources

Tactics That Will Help You Get A Raise (If You're Female): An article from AOL Jobs outlines the gender-specific techniques women should use when asking for a raise.

A Toolkit for Women Seeking a Raise: The New York Times provides an overview of the gender gap in negotiation and offers negotiating tips for women.

Ask For A Raise? Most Women Hesitate: In this article on asking for a raise, NPR urges women to be friendly when they negotiate and to use silence as a negotiating tool.

Myths and Truths About Negotiation: Professor Margaret Neale dispels commonly held myths as she outlines the role of emotions in negotiation.

How to Attack the Gender Wage Gap? Speak Up: A New York Times article discusses the link between negotiation and the gender gap in wages, arguing that women need to be 'nice' when they negotiate to avoid being penalized.

Women Don't Ask: The High Cost of Avoiding Negotiation--and Positive Strategies for Change: Authors Linda Babcock and Sara Laschever outline the gender gap in negotiation and provide strategies for how women can negotiate in their work and personal lives.

Negotiating Rationally: Professor Margaret Neale's book explores the common mistakes made in negotiations and provides ways to avoid these pitfalls.

Negotiating Genius: Author Deepak Malhotra provides how-to steps for preparing and executing successful negotiations.

View Negotiation Biographies

Margaret Neale

ADAMS DISTINGUISHED PROFESSOR OF MANAGEMENT

STANFORD GRADUATE SCHOOL OF BUSINESS

CO-DIRECTOR OF EXECUTIVE PROGRAM FOR WOMEN LEADERS

EDUCATION MODULE PRESENTER

FACULTY ADVISORY COMMITTEE, CENTER FOR WOMEN’S LEADERSHIP

Margaret Neale’s research focuses primarily on negotiation and team performance. Her work has extended judgment and decision-making research from cognitive psychology to the field of negotiation. Neale was the Graduate School of Business John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution from 2000-2012. Trust Faculty Fellow in 2011-2012 and in 2000-2001. Neale received her BS in Pharmacy from Northeast Louisiana University, her MS from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas.