Women and Negotiations: Unveiling Some Secrets to Success

Abstract

Effective leaders are decision makers, strategic planners, calculated risk-takers, and highly skilled negotiators. Interestingly, the critical skill of negotiating is not one that most women naturally demonstrate. Because the majority of women in the workplace do not negotiate, they often do not advance as quickly as they should, nor do their salaries increase as rapidly as those of their male counterparts. In this article, the authors will talk about some of the “secrets of negotiating success” that have been used for decades by those who have reached the top of their career ladders. These “secrets” include three critical attitudes and 15 strategies that may help to position women for success in the bargaining arena. In addition, the authors challenge leadership educators to develop experiences, courses, and modules for women to enhance their negotiating skills.

Citation

Tack, M.W. and McNutt, M.S. (2004), "Women and Negotiations: Unveiling Some Secrets to Success", Journal of Leadership Education, Vol. 3 No. 3, pp. 63-71. https://doi.org/10.12806/V3/I3/AB4