Negotiation
Women are 14-23% more successful than men when representing others.
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.
Discussion Guide
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Skills Guide
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Key Takeaways
View Negotiation Resources
Read more about Negotiation:
- 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 References
Constraints and triggers: situational mechanics of gender in negotiation.
Bowles, H. R., Babcock, L., & McGinn, K. L. 2005. Constraints and triggers: situational mechanics of gender in negotiation. Journal of personality and social psychology, 89(6), 951.
Pygmalion in the Classroom: Teacher Expectation and Pupils' Intellectual Development
Rosenthal, Robert. 1968. Pygmalion in the Classroom: Teacher Expectation and Pupils' Intellectual Development. 1968. Norwalk, CT: Crown House Publishing.
Stereotype threat and the intellectual test performance of African Americans
Steele, C. M., & Aronson, J. 1995. Stereotype threat and the intellectual test performance of African Americans. Journal of Personality and Social Psychology, 69(5), 797–811.
Stereotype susceptibility: Identity salience and shifts in quantitative performance
Shih, M., Pittinsky, T. L., & Ambady, N. 1999. Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological Science, 10, 81–84.
Battle of the sexes: Stereotype confirmation and reactance in negotiations
Kray, L.L., Thompson, L., & Galinsky, A. 2001. Battle of the sexes: Stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80 (6), 942-958.
Reversing the gender gap in negotiation: An exploration of stereotype regeneration
Kray, L. Galinksky, A., and Thompson, L. 2002. Reversing the gender gap in negotiation: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask
Bowles, Hannah Riley, Linda Babcock, and Lei Lai. 2007. "Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask." Organizational Behavior and Human Decision Processes 103 (1): 84-103.
Prescriptive gender stereotypes and backlash toward agentic women
Rudman, L. A., & Glick, P. 2001. Prescriptive gender stereotypes and backlash toward agentic women. Journal of social issues, 57(4), 743-762.
First offers as anchors: the role of perspective-taking and negotiator focus
Galinsky, A. D., & Mussweiler, T. 2001. First offers as anchors: the role of perspective-taking and negotiator focus. Journal of personality and social psychology, 81(4), 657.
The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations.
Galinsky, A. D., Seiden, V. L., Kim, P. H., & Medvec, V. H. 2002. The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, 28(2), 271-283.
The impact of alternatives to settlement in dyadic negotiation.
Pinkley, R. L., Neale, M. A., & Bennett, R. J. 1994. The impact of alternatives to settlement in dyadic negotiation. Organizational Behavior and Human Decision Processes, 57(1), 97-116.
The role of negotiator aspirations and settlement expectancies in bargaining outcomes.
White, S. B., & Neale, M. A. 1994. The role of negotiator aspirations and settlement expectancies in bargaining outcomes. Organizational Behavior and Human Decision Processes, 57(2): 303-317.
Women Don’t Ask: Negotiation and the Gender Divide
Babcock, L., and Laschever, S. 2003. Women Don’t Ask: Negotiation and the Gender Divide. Princeton, NJ: Princeton University Press.
Negotiating Rationality
Bazerman, M. H. and Neale, M.A. 1992. Negotiating Rationality. New York, NY: Free Press.
