hannah riley bowles

The following items are tagged hannah riley bowles

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How to Avoid the Negative Impact of Goal Setting: Setting Realistic Objectives in Negotiations

Posted by & filed under Negotiation Skills.

Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up … Read More 

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Should Women “Lean In” to Create More Value in Negotiations?

Posted by & filed under Dealmaking.

In early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff for the U.S. Department of the Treasury, as the social-media company’s new chief operating officer. The two met several nights a week for almost two months to discuss Facebook’s … Read More 

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Women and Negotiation: Why Women Sometimes Ask for Less

Posted by & filed under Business Negotiations.

The average college­-educated woman earns $713,000 less over the course of her working life than her male counterpart, according to the Coalition of Labor Union Women. What explains this persistent gender gap? Women employees’ awareness that they could be penalized for negotiating assertively on their own behalf is one factor, according to new research from … Read More 

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Women and Negotiation: Negotiating the Gender Gap

Posted by & filed under Conflict Resolution.

The following question given to Program on Negotiation faculty member and a Senior Lecturer in Public Policy at the Harvard Kennedy School Hannah Riley Bowles: I recently figured out that I am one of the lowest-paid people at my level in my organization—even though I am one of the top performers. I am also one … Read More 

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When Time Isn’t Money

Posted by & filed under Conflict Resolution.

Due to deeply ingrained gender stereotypes, women may find it easier to negotiate their time instead of their financial compensation. Consider that men and women are likely to rely on gender-stereotypic arguments to support their demands in negotiation. For women, the gender-stereotypic notion of being caregivers is readily available and likely to be well received. By … Read More 

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When women negotiators thrive

Posted by & filed under Negotiation Skills.

Adapted from “What Happens When Women Don’t Ask,” first published in the Negotiation newsletter, June 2008. Some negotiation research has found that men generally initiate negotiations to advance their own interests much more often than women do. Yet researchers also have identified certain contexts in which women routinely negotiate and achieve outcomes that match or exceed … Read More 

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Negotiating the Gender Gap

Posted by & filed under Mediation.

Is there a social cost for women who negotiate assertively for themselves in the workplace? Research suggests that women who negotiated higher compensation are viewed by evaluators as being more “demanding,” which leads to a disinclination to work with them in the future. In our most recent “Dear Negotiation Coach” feature in the … Read More 

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Status Constraints in Negotiation: Gender and Global (vs. Local) Culture in the Arab Gulf

Posted by & filed under Daily, Events.

Women and Public Policy Program Seminar: Status Constraints in Negotiation: Gender and Global (vs. Local) Culture in the Arab Gulf with Associate Professor Hannah Riley Bowles Date: December 2, 2010 Time: 11:40am-1:00pm Where: WAPPP Cason Seminar Room, Taubman 1st floor About the Seminar: Studies conducted in the rapidly globalizing Arab Gulf illuminate university students’ psychological experiences of the global and local … Read More 

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Aim high…or not?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How High Should You Aim?”, first published in the Negotiation newsletter. Research shows that moderately difficult goals can energize people and increase their performance. In negotiation, parties with relatively high aspirations often negotiate higher individual payoffs. But there can be a downside: impasse and unethical behavior may be more likely. In a study conducted by … Read More 

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When women make good agents

Posted by & filed under Negotiation Skills.

Adapted from “When Does Gender Matter in Negotiation?” by Dina W. Pradel (vice president, Y2M), Hannah Riley Bowles (professor, Harvard Kennedy School), and Kathleen L. Mcginn (professor, Harvard Business School), first published in the Negotiation newsletter. Businesspeople often wonder whether men or women are better negotiators. According to research, gender is not a reliable predictor of … Read More 

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Gender matters

Posted by & filed under Negotiation Skills.

Adapted from “Gender Assertiveness and Implicit Sexism,” first published in the Negotiation newsletter. Most gender research in negotiation has examined differences between women and men, such as the tendency of women to be more anxious about the process and to set lower aspirations than men. The question of how people react to female negotiators versus … Read More 

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