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)