According to research, women's monetary negotiation outcomes improved when they did two things before negotiating:
1. Recalling the last three times they were assertive
2. Imagining that they are negotiating for a friend.
In this episode, I interview one of the co-authors of this research, Julia Bear.
We explored this research, why what and how we think impact our negotiation results, and how we can apply research like this to improve our negotiation outcomes.
Julia Bear is an Associate Professor in the College of Business at Stony Brook University. Dr. Bear’s research focuses on the influence of gender on negotiation outcomes, as well as conflict management in organizations. In her research, she investigates what factors, both individual and situational, influence the gender gap typically seen in negotiation outcomes, and how an understanding of these factors can help to reduce this gender gap in both initiation of negotiation and negotiation performance.
Other resources mentioned include:
HBR article: 10 Myths about Negotiating Your First Salary
Book: Women Don't Ask