Getting What You Want: Gender, Negotiation & Stereotypes
I am often asked “Isn’t negotiation the same for everyone—male, female, majority group member, underrepresented minority?” I always answer “Yes and no.” There are basic and advanced skills that everyone will benefit from learning. For example, not matter who you are having a strong BATNA will increase your leverage. Your BATNA is your no deal option. What will you do if this negotiation falls through? The better your alternatives the stronger your BATNA (Best Alternative to a Negotiated Solution). In contrast, if you are planning to use aggressive negotiation tactics like threats, the exact same behavior may be interpreted differently based on the demographic categories to which you belong.
This blog covers stereotypes and bias but also the female advantage.