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 Negotiation newsletter, Hannah Riley Bowles, associate professor at Harvard Business School, shares tips on how women can navigate around this obstacle while still obtaining the compensation they deserve.
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Thanks for this. It’s good advice and I’ll cover it at ForbesWoman soon. Most gender-based negotiation advice is provided to women. Rarely do I see gender-based negotiation advice for men. Questions I imagine men might raise based on their gender would include: (1) when negotiating with my superiors (or peers) I find that we reach impasse quickly because neither one of us wants to give up being “right” – is there a way my fellow men and I can get past this? (2) Many of the deals I reach with other men are great for me but bad for my opponent – I find myself engaged in a lot of litigation over the meaning of contract terms because my opponent left the negotiation bitter and resentful. Am I doing something wrong?