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Women & Negotiation
Presentation by Horacio Falcão
Lessons Learned
2/10
3/10
Is there a difference?
0
100,000
200,000
300,000
400,000
500,000
600,000
M 30,000 92,243 361,171 568,834
W 25,000 76,870 0 0
Entry Salary @ 22
Sal @ 60 w/ 3% yrl raise
Extra EarningsInvested @
3%yrl
+550k
*Babcock & Laschever in Women Don't Ask, pg 5.
4/10
No way out or no way UP?
Female genderrole is to be nice
Nice isnot perceived as
a trait for success
Emulatemale
behaviors
Others perceivegender-role
transgression
Punishmentfor not actingaccordingly
5/10
External Barriers Language
Men associated with words that describe good managers. Men – assertive, dominant, decisive, ambitious, & self-oriented Women – warm, expressive, nurturing, emotional, and friendly
Styles Ok for men to lead autocratic or democratic styles. Assertive + positive social “softeners”
Harder negotiation line with women Worst first offers, but higher first demands More pressure to concede, but less concessions granted
6/10
Unfair or Unequal salary?
Lowerself-esteem
& entitlement
Lower andrelationship
orientedtargets
Negotiationas conflict
Subst X Relat
Asking anxiety& external gender
bias
Acceptinglower salary
7/10
Internal Challenges
Negotiation is an exception 20% of women NEVER negotiate at all Expect life to be fair
Negotiation under lower expectations Women perceive they deserve less than men (in ambiguous situations)
Set less aggressive goals Ask less and for less
Gender based social network
Minority/Stereotype status Asking a student’s race before exam, lowers African Americans grades by 25%.
8/10
Negotiation for Success Research standards exhaustively
Check outside your network
Set aggressive (yet realistic) goals Ask for help (men or women, as if on your behalf) Trust counterparty to be doing the same
Work on strengths & weaknesses Play to your strengths (fairness, listening, empathy, etc) Role-play diagnostic questions and responses Value claiming
Anticipate performance obstacles Create strategies for anxiety-producing situations
Expand role, bridges and lable singularity in relationship Instead of only gender, find other bridges for empathy and power. Find gender-role consistent negotiation and leadership styles
Women – less leeway to be assertive or aggressive Men – less leeway to be emotional or weak
Bring standards of fairness to make it gender neutral