Olin Women at the Negotiation Table: Evidence-based Insights
Forté Sponsor Event
St. Louis, Missouri
Research shows that men and women may end up with similar outcomes in a negotiation, but they often get there in different ways. In very broad generalities, women are more apt to find trade-offs and compatibilities in the process, while men tend to engage in more assertive haggling. Elfenbein says these kinds of stereotypes can create psychological obstacles for women.
Elfenbein shares ways for women to shift their frame of reference and attitude when approaching negotiation. It takes practice, but they can be changed and make a difference in how to negotiate with confidence and success.
"The kinds of techniques that you learn in the negotiations workshop are as applicable outside of work as they are at work. I like to think that the tools that we that we teach here are useful and adaptable to negotiations of all types."