Society / Relationships
Societal shifts, narratives, and public-interest developments. Topic: Relationships. Updated briefs and structured summaries from curated sources.
What Successful Negotiators Do Differently | Kathryn Valentine | TED
Full timeline
0.0–300.0
Women experience challenges in negotiations, often facing lower success rates and backlash compared to men. Research indicates that employing a 'relational ask' can enhance their negotiation outcomes and career advancement.
- Women face a negotiation problem, being less likely than men to succeed and at a higher risk of backlash
- This negotiation issue leads to missed opportunities, lower earnings, and negative impacts on mental well-being
- Women often prepare extensively for negotiations but feel they lack a position of strength due to traditional advice
- The speaker shares a personal story of a failed negotiation during an MBA internship, highlighting the impact of violating gender norms
- Research indicates that using a relational ask can significantly increase womens chances of success in negotiations
- The formula for a successful negotiation includes past performance, future vision, the ask, and a collaborative question
- Hundreds of women have tested this formula over five years, leading to promotions, increased earnings, and fulfilling careers
300.0–600.0
The discussion focuses on effective negotiation strategies for women, emphasizing the use of collaborative questions to frame requests. It highlights the challenges women face due to gender bias and the need for practical tools to succeed in negotiations.
- Use collaborative questions to frame your requests instead of making demands
- For example, instead of saying I deserve to be promoted, say I exceeded my sales targets by 10% last year and need the credibility of a director title to continue my success
- Another example is to say I piloted a new onboarding process with great results and need to work earlier in the day to maintain productivity
- Women face gender bias in negotiations, and while waiting for gender parity is an option, it may take 191 years
- million women currently need effective negotiation tools to succeed
- AI is not a solution for overcoming gender bias, as it often relies on flawed information
- Women make 35,000 decisions daily, often prioritizing others needs over their own
- Its essential for women to take control of their lives and negotiate for what they want
- Share these negotiation strategies with other women to empower them