All tagged Negotiation Anxiety

Two Simple Reminders That Improve Negotiation Outcomes: Dr. Julia Bear

Two Simple Reminders That Improve Negotiation Outcomes: Dr. Julia Bear

Jamie Lee

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

Interview with Jay Fields: How to Use the Brain in Your Body to Overcome Anxiety and Building Confidence and Strength

Interview with Jay Fields: How to Use the Brain in Your Body to Overcome Anxiety and Building Confidence and Strength

Jamie Lee

Jay Fields is a somatic educator and therapeutic coach who teaches women how to regulate their nervous systems -- or "the brain the body" -- so they can manage anxiety and difficult emotions with empathy and connection. 

In this impactful interview, Jay walks me through exactly what happens in our bodies, our brains, our nervous systems, and in our behavior when we encounter negative emotions like anxiety in the moment of a high-stakes conversation. 

We explored: 
- How to deal with anxiety in the moment of negotiating without freezing, fleeing or fighting 
- How to manage negative emotions so they don't sabotage your outcomes 
- What it means to have your own back and the power it gives you to name the "elephant" in a negotiation 
- How to get better at setting boundaries and saying no with confidence and strength 

Learn more about Jay here: jay-fields.com 

Why We Need to Talk About the "F" Word in Negotiation

Why We Need to Talk About the "F" Word in Negotiation

Jamie Lee

“How you feel doesn’t matter.” “Women are emotional and therefore make terrible negotiators.” “Your feelings are a weakness.” These are all myths that undermine our humanity and undermine our potential for negotiation success.

To feel is to be human. To have emotional intelligence is to have a secret weapon in a negotiation.

I explain the importance of feelings in negotiation and invite you to join me for a free teleclass on using advanced emotional intelligence for negotiation success. 

Ding! 5 Minute Exercise for Negotiation Anxiety

Ding! 5 Minute Exercise for Negotiation Anxiety

Jamie Lee

Does the thought of negotiating for yourself make your hands go clammy, your throat dry and your heart beating fast?

I share the good news about negotiation anxiety, the tough news (not bad, just tough) and a five minute exercise for overcoming anxiety so you can take confident action towards your goals.

Overcoming the Fear: She Brags Too Much

Overcoming the Fear: She Brags Too Much

Jamie Lee

“But I don’t want them to think I’m bragging.” I hear this a LOT as a negotiation coach for women. In this episode, I share concrete tips for overcoming the fear of judgment that holds us back from speaking up, advocating for our value and confidently negotiating for what we want.