Malene Rix Executive Advisor in Negotiation, Facilitation and Leadership
Negotiation skills for women manangers
Negotiation
…is a process, where two or more parties, with different needs, wishes and wants, attempt to come to an agreement
…happens everywhere: in the workplace, at home, in a wide range of situations
…is something we all do really well!
A Great Deal
Content: Often we focus on what we negotiate, the facts and figures
Process: Paying attention to how we negotiate is just as important because the process itself will be the filter through which we assess the result
Relationship: How we interact with the others also influence our evaluation of the result
Process as filter
The process and the relationship become the ’filter’ through which we evaluate the agreement
Filters in negotiation are affected by our expectations of others; gender, age, nationality, jobtitle etc.
Filters can become an impediment if the assumptions behind them are based on stereotypes or prejudices
Gender in negotiation Negotiation is all about making demands and
reaching agreements
Being ambitious on your own behalf and therefore not accepting the first offer is often perceived differently if it’s a male or a female negotiator
International research shows that women are often perceived as ’weaker’ negotiators and are therefore expected to give bigger concessions
This means that women get a stronger ’no’ to their demands – and this can affect their negotiation style
Ambitious demands Many women managers and executives are
aware of being very competent negotiators on behalf of others (staff, company, clients)
Negotiating on their own behalf is often more difficult – the potential for a ’no’ to their demand affects them negatively
What is your experience? Share with your neighbour
What to do? Always make ambitious demands but make
them early. Show results ongoing and be clear about what you expect in return
Facilitate the negotiation process and avoid fruitless discussions
Spend the time interviewing each other, getting ideas as to how to proceed, and trade (get something in return for what you give)
If gender stereotyping is an issue, draw attention to other aspects of you: your competencies, your position and title, your results
Learn more…
Website: www.malenerix.dk/english
Read my book: Women Negotiating – in the workplace and at home (available from website)
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