From Law Practice Today authored b:
“In 2012, LinkedIn surveyed more than 2,000 professionals from eight countries on the topic of negotiation. The survey revealed that Americans were more likely to be anxious about negotiating than professionals from other countries. And among the Americans responding, far fewer women reported feeling confident about negotiation than men.
Early research about how gender affects negotiations was often inconclusive or contradictory. But in recent years, at least two general conclusions have emerged. On the one hand, women negotiating on behalf of others do as well and sometimes better than men. On the other, women do not do nearly as well as men when negotiating for themselves.
What follows are patterns of behavior among large numbers of women and men. Individual men and women may not exhibit the general tendencies of the larger populations studied. Indeed, some men and women who attend negotiation workshops do express comfort and success with negotiation, but they typically can identify a parent, supervisor, colleague or other significant adult who already has taught them some effective negotiation techniques.
Why should we care about women’s unique challenges when negotiating on behalf of themselves? Because a part of what may appear to be institutional or individual bias may be explained by women’s own approach to negotiation. This is not to say that bias does not exist. But if women understand what they can change and control, they are more likely to experience confidence and success in their own negotiations.”
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