Helping women become strong negotiators
Negotiating is critical for women, and we know it leads to better outcomes: for example, when it comes to wages, women who ask for a raise are more than twice as likely to get one as women who don’t. But the truth is that women face unique challenges when negotiating, beginning with the fact that they are often viewed as “unlikeable” or “aggressive” when negotiating. When it comes to family and children, women negotiate almost daily, but they tend to underestimate their value and abilities in the work environment. It is like women have been socialized to avoid situations that call for complex negotiations making negotiating more difficult. Still, it is no less important —a skill everyone woman should practice. This episode explores how women can overcome their aversion to negotiating and become top negotiators.
BETH FISHER-YOSHIDA, PH.D., CCS, is a global expert and educator in intercultural negotiation and communication. Her new book is “New Story, New Power: A Woman’s Guide to Negotiation.” She’s the program director of Columbia University’s Master of Science in Negotiation and Conflict Resolution, a negotiation consultant for the United Nations, and the CEO of the consulting agency Fisher Yoshida International. She works in the U.S. and worldwide, conducting workshops on leadership, culture, workplace conflict, and negotiation. She boasts a client list that includes Fortune 100 companies, nonprofits, military and security forces, governments, NGOs, and educational institutions.