Lifestyle

Does Gender Influence Negotiation Success?

Have you ever wondered if being a woman affects your negotiation outcomes? Do you feel like you’re getting less than what you deserve in terms of salary, benefits, or responsibilities? Gender stereotypes continue to shape our lives, influencing how we behave and what we expect from others.

The Impact of Gender Stereotypes

Society often tells us that men should be strong, resilient, and aggressive, while women are expected to be nurturing, sensitive, and collaborative. These stereotypes can significantly impact how women approach negotiations, often leading them to shortchange themselves.

Why Women Negotiate Less

Women tend to negotiate less frequently and ask for less compared to their male counterparts. Here are some key reasons why:

1. Women See Fewer Opportunities

While milestones like starting a new job or asking for a raise are obvious negotiation points, there are many other opportunities to enhance your professional life. Women often overlook these chances, such as asking to be involved in high-impact assignments. Recognizing and seizing these opportunities can significantly change the trajectory of your career.

2. Women Believe They’re Less Entitled

There are documented gaps in resource allocation between men and women. For instance, while 40% of all U.S. businesses are woman-owned, they receive only 2.3% of available equity capital needed for growth. This history of inequality, combined with women’s own limiting beliefs, creates an environment where female professionals feel less entitled to resources, perpetuating the cycle of inequality.

3. Women Approach Negotiation with More Anxiety

Studies show that men often view negotiation as a contest or a game, approaching it with optimism and opportunism. In contrast, women tend to compare negotiations to unpleasant experiences like dental work. They report higher anxiety levels, lower comfort, and a tendency to back down, often settling for recognition rather than tangible rewards. When women do negotiate, they typically ask for 15 to 30% less than men.

4. Women Suffer Negative Social Consequences

From a young age, women are socialized to be likable and to care for others. While achieving likability has its advantages, it can dissuade women from pursuing optimal outcomes for themselves at the bargaining table. The fear of being perceived as aggressive or unlikable can hinder their negotiation success.

Strategies for Successful Negotiation

Negotiation is 80% preparation and 20% discussion. Here are some strategies to help you succeed:

Believe in Your Worth: Start by believing that you deserve what you seek. Conduct competitive analysis to know your market worth.
Examine the Big Picture: Look for areas that can be maximized and view almost any element of your job as negotiable.
Decrease Anxiety: Practice negotiation and think of it as creative problem-solving, something you know you do well.
Choose Respect Over Likability: If you have to choose between being liked and respected, choose respect. The admiration will follow.

For more on negotiation tactics, stay tuned for the next column! Heinz College’s Negotiation Academy for Women at Carnegie Mellon University offers valuable resources on this topic.