From the course: Complex Negotiation Tips
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Gender and negotiation
- Are men better negotiators than women? Is it true that women don't ask for salary increases? The answer is no, but it's complex. It depends on how strongly people watching the negotiators have stereotypical expectations based on gender. So for example, if a woman who negotiates aggressively is seen as violating traditional gender norms, they would be evaluated as competent, but not likable. That's called the double bind. And while the world is definitely making progress, this reaction is still pretty common across the globe. Your gender identity goes with you into negotiations, but research offers some tangible suggestions for taking gender off the table. Let me share a few of them with you. First, clearly identify negotiation situations. Men and women are evaluated more positively when negotiation behavior is expected. When buying a car where most people negotiate, all genders bargain at the same rate and are evaluated the…
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