Research on gender and negotiation verifies what many of us already know – women face significant hurdles in negotiations.
In their gender and negotiation research, Professor Hannah Riley Bowles of Harvard Business School, Professor Linda Babcock of Carnegie Mellon University, and Professor Lei Lai of Tulane University found that both male and female study participants were less interested in working with women who attempted to negotiate a better salary than they were with men who tried to negotiate a higher salary.
Gender discrimination is typically implicit rather than explicit. Yet its persistence in the workplace presents a personal negotiation challenge that asks women to reconcile their needs with how they present those needs to their counterparts. For example, gender and negotiation research shows that women, more often than men, need to legitimize their salary requests during a negotiation.
Unfortunately, women who ask for more tend to suffer a backlash: their coworkers tend to dislike them more than women who don’t ask. Men don’t suffer the same backlash effect.
However, motivated by Facebook Chief Operating Officer Sheryl Sandberg’s message of empowerment in Lean In: Women, Work, and the Will to Lead and other recent rallying cries, women increasingly are taking the risk of asking for more in employment contract negotiation—and employers are starting to expect them to do so.
The good news is that gender and negotiation researchers have identified clear strategies that women can undertake to avoid antagonizing colleagues when they ask for more.
Gender can play a complex role in workplace dynamics, and so teaching students about how to approach these issues is critical. The Casino simulation, available from the Teaching Negotiation Resource Center (TNRC), has been widely used to teach participants about the role gender can play in the workplace. Now there is a new, updated version which … Read More
Whether you’re a woman or a man, you’ve probably seen gender gaps in the workplace and wondered how to overcome them. In Negotiation Strategies for Women: Secrets to Success, you’ll find critical ways to help women negotiators advance.
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Back in spring 2015, Ellen Pao, the former CEO of social networking and news website Reddit, revealed in an interview with the Wall Street Journal that her company had taken a bold move in its efforts to create an “equal opportunity environment for everyone” at the company. Specifically, Reddit no longer negotiates salary with job … Read More
Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year. Because negotiation is widely perceived as requiring stereotypically “masculine” traits, such as assertiveness and independence, rather than stereotypically “feminine” traits, such as concern for others and passivity, women may feel less comfortable launching negotiations than … Read More
This program is designed for anyone who teaches negotiation, dispute resolution, or conflict analysis across any field (e.g., law, business, international relations, social work, peace studies, public policy, urban planning, environmental studies, and engineering).
Negotiation trainers who provide on-site or online training to business or community clients should also attend so they can evaluate potential new … Read More
The Program on Negotiation at Harvard Law School
501 Pound Hall
1563 Massachusetts Avenue
Cambridge, Massachusetts 02138
tel (if calling from outside the US) 301-528-2676