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