 |
Under certain conditions, women may work harder than men when negotiating on behalf of others, suggests a study by Harvard professors Hannah Riley Bowles and Kathleen McGinn, and Carnegie Mellon University professor Linda Babcock. In their experiment, female executives performed better than male executives when bargaining for the compensation of someone they had mentored. By contrast, women and men achieved similar results when negotiating on their own behalf.
Why the difference? It could be that the women felt more freedom to negotiate assertively, with less fear of being judged unfeminine, when advocating for another person. The findings suggest that women may be able to improve their own outcomes by linking their results to those of others.
Permalink: http://www.pon.harvard.edu/?p=4627
Tags: bargaining, harvard, Negotiate, prof
|
|
|
|
|
Preparing for Negotiation |
||||
|
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School. Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School. |
||||
Business Negotiations (167)
Conflict Management (28)Conflict Resolution (47)Crisis Negotiations (16)Dispute Resolution (23)Mediation (27)Meeting Facilitation (11)Negotiation Skills (219)
Copyright © 2008 - 2012
The President and Fellows of Harvard College.
Privacy Policy | Harvard Law School
RSS Feed (what is this?)
