Summary of “How Women Can Get What They Want in a Negotiation”

How common is Tara’s situation? Research suggests that 20% of women never negotiate at all.
If women see negotiation as a chore, they either don’t negotiate or do so in ways that can hurt the outcome.
Based on a growing body of research on gender in negotiations, combined with burgeoning research on positivity and mindfulness, we offer five strategies that can help women both choose to engage and perform more effectively in negotiations.
Prior to a negotiation, women can use positive priming to increase positive emotions, resulting in greater creativity, openness, and willingness to collaborate, all of which are essential to successful negotiation.
This can increase the likelihood that women choose to enter a negotiation to begin with.
A greater awareness of the emotions of others during a negotiation can help women better understand their needs and interests, which can make it easier to find integrative solutions.
The ability to reframe the negotiation – even one with the goal of increasing one’s total compensation – into one where the other party also benefits is particularly important for women.
In the case of salary negotiation, women would help themselves by looking at the total compensation package, which might include paid time off, the hiring of an assistant, or a commuting allowance – all of which have monetary value – as opposed to salary alone.

The orginal article.