Archive for the ‘Women’ Category

Women Thrive in Relationship Negotiation

Monday, January 10th, 2011

The evidence is in! Women get higher value results when they break away from the old view of negotiation as a contest.

Experiments by UC Berkeley Professors Laura Kray and Professors Leigh Thompson and Adam Galinsky of Northwestern that show that women claim equal value from a negotiation as men when they saw it as a learning tool, but less when they were told it was a competition. According to the researchers, a competitive environment triggered fears in women that they would “lose,” turning it into a self-fulfilling prophecy.

According to the latest issue of the Harvard Negotiation Newsletter, “By looking at negotiation as a learning opportunity rather than as a performance, women can gain the confidence needed to overcome insidious stereotypes.” I would venture a more bold, and practical conclusion: if women approach negotiation as building a relationship to allow the parties to work profitably together rather than as ”winning a deal” they will gain the confidence to overcome both their own negative attitudes toward negotiation and greatly enhance their ability to succeed at it.

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