In this podcast, I discuss the impact of gender on the process of negotiation, and also on the outcomes! If you’ve struggled with negotiation as a working woman and mom, or just have been curious about it, this episode is for you! Some of the research cited in this episode include:
Thanks so much for tuning in and listening to this week’s episode! If you enjoyed this week’s episode, please share it by using the social media at the bottom of this post!
Also, leave me a review for the TCS podcast on Apple Podcasts !
I remember discussing my very first paid speaking engagement and being unable to even utter a price when asked. Not only did I not know what to ask for, I also did not even have the courage and personal power to determine what I was worth. As a baby entrepreneur, I had to learn what negotiation meant for women in general and women entrepreneurs in particular, and it went beyond just setting a price or rate.
In the world of entrepreneurship, negotiation is a critical skill that can spell the difference between success and stagnation. For women entrepreneurs, navigating this terrain comes with its own unique challenges. Women entrepreneurs often face distinct hurdles in their pursuit of success. Gender biases, stereotypes, and historical imbalances can all play a role in negotiations. However, with the right strategies and mindset, these obstacles can be transformed into opportunities.
1. Cultivate Confidence
Confidence is the bedrock of successful negotiation. Self-assured entrepreneurs are more likely to secure favorable deals. As a woman entrepreneur, believe in your abilities, your business, and your vision. Cultivate self-confidence through continuous learning, networking, and acknowledging your achievements.
2. Master Your Pitch
Your ability to pitch your business idea or product effectively is paramount. Craft a compelling narrative that highlights your unique value proposition. Emphasize how your solution addresses a specific problem or need in the market. Practice your pitch until it flows naturally and persuasively.
3. Research Thoroughly
In negotiation, knowledge is power. Conduct comprehensive research on your potential partners, investors, or clients. Understand their needs, preferences, and pain points. Having data-driven insights at your fingertips will bolster your negotiating position.
4. Embrace Collaborative Negotiation
Strive for win-win outcomes in negotiations. Collaborative negotiation fosters long-term relationships and builds trust. Seek mutually beneficial solutions that align with the interests of all parties involved. This approach not only enhances your reputation but also opens doors to future opportunities.
5. Network Strategically
Networking is an invaluable resource for women entrepreneurs. Attend industry events, join entrepreneurial groups, and connect with mentors and like-minded peers. Building a strong network can provide support, advice, and potential collaborators or investors.
6. Overcome Fear of Rejection
Rejection is an inherent part of entrepreneurship and negotiation. Don’t let the fear of rejection deter you. Every ‘no’ brings you one step closer to a ‘yes.’ Embrace rejection as a learning opportunity and a chance to refine your pitch and approach.
7. Build Resilience
Entrepreneurship can be a rollercoaster ride with highs and lows. Cultivate resilience to weather setbacks and uncertainties. Learn from failures, adapt to changing circumstances, and persevere. Resilience is a key trait of successful entrepreneurs.
8. Develop Active Listening Skills
Effective negotiation requires active listening. Pay close attention to the concerns, needs, and objectives of the other party. By understanding their perspective, you can tailor your proposals to better meet their expectations, increasing the likelihood of a successful outcome.
9. Leverage Your Unique Strengths
Women often bring distinctive qualities to negotiations, such as empathy, intuition, and relationship-building skills. Embrace these strengths as assets that can enhance your negotiation strategies. Show empathy by understanding the needs of your negotiation counterpart, and use your intuition to gauge the dynamics of the negotiation.
10. Practice Negotiation Scenarios
Role-playing negotiation scenarios can sharpen your skills and boost your confidence. Engage in mock negotiations with mentors, peers, or advisors to refine your approach. This practice will help you anticipate challenges and adapt to various negotiation styles.
11. Seek Professional Guidance
Consider seeking the advice of negotiation experts or consultants, especially for high-stakes negotiations. They can provide invaluable insights and strategies to help you secure favorable deals.
12. Be Prepared to Walk Away
Sometimes, the best negotiation tactic is the willingness to walk away from a deal that doesn’t align with your business objectives. Knowing your limits and being ready to decline an unfavorable offer can strengthen your position and lead to better opportunities.
13. Document Agreements
Once a negotiation is successful, ensure that all agreements are documented in writing. Having clear, written contracts helps prevent misunderstandings and disputes down the road.
Negotiation is a core skill for women entrepreneurs aiming to thrive in the world of business. By cultivating confidence, mastering the art of pitching, and embracing a collaborative approach, women entrepreneurs can overcome gender-related challenges and secure the deals and partnerships that drive their businesses forward. Remember that every negotiation is an opportunity for growth, learning, and building a brighter future for your entrepreneurial endeavors.
What challenges are you facing when it comes to negotiating as a woman entrepreneur?
As I started my career as a young professional woman, I was barely aware that I could negotiate my salary, let alone anything else. As I became a mother, it didn’t occur to me until a long time that I could negotiate for benefits including flexibility and other family-friendly benefits. While I was too preoccupied with being accepted and valued at work, I did not think I had the room, the authority or the permission
In today’s fast-paced work environment, achieving a work-life balance is crucial, especially for working momsjuggling both career and family responsibilities. This is where negotiating flexible schedules and family-friendly policies can significantly improve working moms’ quality of life. For many, the traditional 9-to-5 work model may not align with the demands of parenting, self-care, social relations and life in general.
According to the U.S. Labor Bureau of Statistics, 73% of moms with children under 18 years of age were employed in 2022. Among these, many working mothers are also the breadwinners in their households, as confirmed by data from the Center for American Progress. With such an overwhelming number of mothers in the workforce, the need for family-friendly policies cannot be overstated. As a matter of fact, research clearly shows family friendly policies such as dependent care and leave benefits have a significant positive and moderating effect on work-family conflict created by work demand.
From enabling moms to pick up their children from school, attend doctor’s appointments, or simply spend more quality time with their families, flexible schedules and family-friendly policies allow working mothers to better integrate work and family life. They also help relieve moms of sometimes overwhelming stress from juggling work and family responsibilities, thus also promoting mental well-being. Lastly, they also tend to increase job satisfaction and loyalty, leading to a more committed and productive workforce. This is not to mention promoting gender equality as well, thus contributing to closing the gender gap in the workplace, allowing mothers to progress in their careers while still nurturing their families.
If you’re a working mom looking to negotiate a more flexible work arrangement, here are a few tips that may help:
1. Know Your Needs and Boundaries
Before initiating negotiations, it’s crucial to have a clear understanding of your needs and boundaries.
What type of flexibility do you need? (e.g., remote work, adjusted hours)
How will this benefit both you and your employer?
What are your non-negotiable boundaries?
Having a firm grasp of your requirements will make your negotiation more effective.
2. Research your Company Policies
Familiarize yourself with your company’s policies regarding flexible work arrangements. Some organizations already have guidelines in place you may consult online or through their human resources department. Understanding these policies can help you navigate the negotiation process more effectively.
3. Prepare a Compelling Proposal
Create a well-thought-out proposal that outlines the benefits of a flexible schedule. Consider how it will positively impact your productivity, work-life balance, and job satisfaction. Use data and examples to support your case.
4. Highlight Your Performance
Emphasize your track record of delivering results. Make it clear that your request for flexibility won’t compromise your ability to meet work objectives. Demonstrate your commitment to maintaining or even enhancing your performance.
5. Suggest Solutions to Potential Concerns
Anticipate and address any potential concerns your employer may have. For instance, if your request is for remote work, propose solutions for maintaining effective communication and collaboration with your team. Show that you’ve thought through the practicalities.
6. Initiate the Conversation Professionally
Arrange a meeting with your supervisor to discuss your proposal. Approach the conversation professionally and non-confrontationally. Express your desire to find a solution that benefits both you and the organization.
7. Be open!
During the negotiation, actively listen to your employer’s perspective. Be open to compromises or adjustments based on their feedback. Flexibility should be a two-way street.
8. Propose a Trial Period
To ease your employer’s concerns, propose a trial period for the flexible schedule. This allows both parties to test the arrangement and make adjustments if necessary. It also provides an opportunity to demonstrate its effectiveness.
9. Be Aware of your Legal Rights
Familiarize yourself with local labor laws and regulations regarding flexible work arrangements. Knowing your rights can help ensure that your negotiated agreement aligns with legal standards and protections.
10. Document the Agreement
Once you and your employer reach an agreement, make sure it’s documented in writing. Include all the terms and conditions of your flexible schedule, ensuring clarity for both parties.
In addition to flexible schedules, you may also negotiate family-friendly policies to better support you as a working mom. Here are some tips as you prepare to get to the negotiation table:
1. Know the Available Benefits
Research the family-friendly benefits offered by your organization. These may include maternity and paternity leave, childcare support, lactation rooms, or flexible spending accounts for dependent care.
2. Highlight the Benefits for the Company
When negotiating family-friendly policies, emphasize how these benefits can positively impact the company. For example, shorter maternity leave may lead to quicker return to work and reduced turnover.
3. Connect with your Peers
Talk to colleagues who have successfully negotiated family-friendly policies. They can offer insights, share their experiences, and provide guidance on the negotiation process.
4. Align with the Company Culture
Frame your request in a way that aligns with your company’s values and culture. Emphasize how these policies can contribute to a more inclusive and supportive workplace.
5. Consider a Personal Support System
If possible, involve HR or a mentor in the negotiation process. Having a support system can help ensure that your needs are heard and addressed effectively.
6. Negotiate Flexibility Within Policies
While some family-friendly policies may be standard, there may be room for negotiation within these policies. For example, if your company offers childcare support, negotiate the flexibility to choose the childcare provider that best suits your family’s needs.
7. Stay Informed About any potential Changes
Be aware of any changes or updates to family-friendly policies within your organization. This can help you stay current and take advantage of new opportunities.
8. Document Policy Agreements
Just like with flexible schedules, ensure that any agreements related to family-friendly policies are documented in writing. This creates a clear record of what was negotiated and agreed upon.
Negotiating flexible schedules and family-friendly policies as a working With effective strategies, you can navigate the negotiation process effectively and create a work environment that supports your needs as both a dedicated professional and a loving parent.
Are you negotiating family-friendly policies and flexible work arrangements as a working mom?
I remember perusing article over article on negotiation tips while preparing for interviews as a young career woman. I had to do my research, come in with a certain number in mind, be assertive and not give in. Yet, somehow, more times than not, I ended up not even bringing up the topic of salary or compensation in general, blindly accepting whatever was given to me. The worst part was being disappointed at myself, gradually convincing myself (and others) that negotiating was not my strong suit.
Negotiation is a fundamental aspect of both personal and professional life that most of us cannot avoid. It also often carries underlying gender dynamics that not only influence the outcome, but also taint the entire process. This is also why recognizing these dynamics and understanding how to navigate them is essential for achieving successful negotiations.
Previous research shows undeniable gender differences in negotiation, as men have been proven to enter negotiations in larger numbers than their female counterparts. In addition, they’ve also been shown to get better deals when negotiating than women. It’s no surprise then that these disparities have given rise to significant gender gaps in wages and career advancement. However, more recent research concludes women do ask for raises and promotions in equal numbers than their male counterparts, but don’t get their requests satisfied. Even more recent research by Berkeley Haas professor Laura Kray, and co-authored by Vanderbilt University Associate Professor Jessica Kennedy along with Berkeley Haas post-doctoral scholar Margaret Lee in the Academy of Management Discoveries journal, confirms this fact. Contrary to popular belief fueling the gender-pay gap myth that women are at fault for not negotiating more, this last research actually demonstrates women negotiate their salaries more often than men, only to get turned down more.
While this body of research comforts us as to the fact that women should stop being blamed for not negotiating, it helps debunk an outdated, and hurtful, myth that has kept many women away from the negotiation table for way too long. It also reminds us to continue to strengthen our negotiating muscle as women, which heavily depends understanding the fundamental gender differences in negotiation. The better we understand, acknowledge and share these gender differences, the better we can fight related outdated beliefs and promote better negotiation outcomes.
Here are three of the main ways in which gender plays a role in negotiation, and how to effectively and purposely navigate these gender dynamics:
Stereotypes and Expectations
Gender stereotypes can, and do affect, the way negotiators are perceived. As women may be seen as nurturing and empathetic, while men tend to be perceived as more assertive and competitive, society tends to expect men and women to behave differently at the negotiation table. As a result of these expectations, women may feel pressured to be accommodating, while men might feel compelled to be more competitive.
Communication Styles
Research suggests men tend to adopt a more direct communication style in negotiations, while women may employ indirect or relational communication. Additionally, women are often perceived as better listeners, which can be an advantage in negotiation, allowing them to gather more information and build rapport.
Confidence and Self-Advocacy
Gender differences in confidence levels, also known as the confidence gap, can impact negotiation outcomes. A Cornell University study found men tend to overestimate their performance and abilities, while women tend to underestimate theirs.
In terms of self-advocacy, previous research has demonstrated when women advocate for themselves, they tend to experience negative backlash, which may keep them from doing so.
However, a recent 2021 study shows as younger women professionals enter the workforce, they may experience less backlash. However, persisting biases still make self-advocacy challenging for women. As such, men may be more inclined to self-promote and advocate for their needs, whereas women might downplay their achievements or put others’ interests first.
Here are some practical tips to counteract these three ways in which gender affects negotiation:
1. Be self-aware!
The first step in navigating gender dynamics around negotiation is self-awareness. Recognize how gender stereotypes may influence your own behavior and expectations. Reflect on your communication style, confidence levels, and self-advocacy tendencies in negotiation.
2. Preparation is Key
Irrespective of gender, preparation is crucial for successful negotiations. Research the negotiation topic thoroughly, gather data, and develop a clear strategy. Being well-prepared can boost confidence and mitigate the impact of gender-related biases.
3. Challenge Stereotypes
Challenge stereotypes by consciously defying them when they arise. If you’re a woman, don’t hesitate to assert yourself when necessary, and if you’re a man, embrace a collaborative approach when it suits the negotiation.
4. Embrace a Collaborative Approach
Negotiations need not be purely competitive. Embrace a collaborative approach that focuses on finding mutually beneficial solutions. This can be particularly effective in navigating gender dynamics, as it aligns with relational communication styles often associated with women.
5. Build Rapport
Building rapport is essential in negotiation, and it aligns with many communication strengths often attributed to women, such as active listening and empathy. Establishing a connection can create a more favorable negotiation environment.
6. Use Effective Communication
Regardless of gender, effective communication is key. Be clear, concise, and assertive when necessary. Employ active listening skills to understand the other party’s perspective fully.
7. Negotiate on Merit
Focus on the merits of your argument rather than gender-related expectations. Showcase your skills, achievements, and the value you bring to the negotiation. Let the substance of your proposal speak for itself.
8. Seek Mentorship and Support
Seek mentorship or support from individuals who have experience navigating gender dynamics in negotiations. Their guidance can provide valuable insights and strategies for success.
9. Negotiate in Numbers
Whenever possible, negotiate in groups or teams. Multiple voices can help mitigate gender bias and provide collective strength in negotiations.
10. Be Persistent
Overcoming gender dynamics in negotiation may require persistence. Don’t be discouraged by setbacks, and continue refining your negotiation skills over time.
In conclusion, as confirmed by research and experience, gender dynamics undoubtedly influence negotiations. However, they need not determine the outcome. By recognizing these dynamics and employing strategies to navigate them effectively, women can negotiate with confidence and success. Embracing your strengths, challenging stereotypes, and focusing on the substance of your proposals can help you reshape the negotiation landscape to ensure that gender is not a limiting factor but a source of diversity and strength in the negotiating room.
In this episode of the podcast, I’m busting one common myth that women are not good at entrepreneurship. Backed by research, this episode discusses how women are entrepreneurs at heart, and discusses 3 principles for women entrepreneurs.
Listen in!
Thanks for Listening!
Thanks so much for tuning in and listening to this week’s episode! If you enjoyed this week’s episode, please share it by using the social media at the bottom of this post!
Also, leave me a review for the TCS podcast on Apple Podcasts !
