Closing the Gender Gap: Five Strategies to Help Women Negotiate with Greater Confidence

Why Women Often Negotiate Less – and What to Do About It

Research indicates that women negotiate less frequently than men, and when they do, they typically request less. In many cases, women hesitate to negotiate because of emotional discomfort, fear of being seen as difficult, or concern about harming relationships.

But here’s the truth: nothing builds confidence faster than mastering negotiation skills.  And you can’t increase your income or influence more quickly than through successful negotiations.

What’s the Most Important Step?  Choosing to Negotiate at All

Too many women tend to accept what’s offered.  They hope their effort or loyalty will be rewarded without asking. That mindset results in lose-win outcomes – the other side wins by default.

Begin by intentionally choosing to negotiate. That decision alone transforms everything.

Three Negotiation Strategies Every Woman Should Practice

1. Prepare and Plan Thoroughly
   Establish your opening negotiating position, define your desired outcome (your goal), and set your walk-away point before entering the discussion.  Strategic preparation equals stronger confidence.
2. Follow a Proven Negotiation Process
   Don’t “wing it” or personalize the process.  Utilize a structured negotiating methodology, including strategies, tactics, questions, and effective questioning techniques.  Once these become “second nature” to you – your negotiation skills and outcomes will improve.
3. Use the 3 Golden Rules:

• Don’t narrow the negotiation to just one issue.  If you do, there will only be a winner and a loser.
• Don’t assume you know what the other side wants.
• It’s not always about price/money – consider potential alternatives that offer value to the other side.

Master the 5 Core Stages of Every Negotiation:

1. Do your research.  Gather and exchange relevant information.
2. Establish your Opening Negotiation Position – ask for more than you expect to get.
3. Establish your Desired Outcome – your goal for the negotiation.
4. Reach for Compromise (the win-win zone).
5. Determine your walk-away position if the terms and conditions are not desirable.

Understand Negotiation Personality Types.
Avoid trying to be overly likable – aim to earn respect.  Utilize personality insights to tailor your style and optimize the outcome.

Bonus Tip: Keep Emotion Out of Negotiations –  Use Power and Process Instead

Emotions often surface when women feel out of control during negotiation.  Learn to use one of the eight power bases to regain control and focus on strategy – not feelings.

Unfortunately, I can’t share all of my ‘how-to’ secrets in this blog post. In this post, I’ve covered some high-level insights into this topic.   Hire me as your negotiation skills trainer or coach to learn proven strategies, tactics, questions, questioning techniques, and tips that can help you improve results.

Do You Want to Strengthen Your Negotiation Skills and Close the Confidence Gap?

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