- A Kellogg School of Management study showed that the most important tactic is “choosing to negotiate at all”. Just knowing that you can negotiate is a big step forward.
- Women miss out on potential benefits when we are uncomfortable about negotiating, or because we don’t know that we can ask for more.
- Women excel at negotiating on behalf of others – think about how you can frame your request in terms of benefits to your team, org, or family.
- Women also excel at finding win-win solutions – benefiting all parties and building a good relationship.
- Start small. Build your skills and confidence by negotiating lots of low-stakes things that you don’t care much about (bank fee waivers, new customer promotions, etc).
- Do your homework, understand your audience, and always have alternative options.
Lean In Education on Negotiation: Learn a simple framework for approaching negotiation in a whole new light.
Getting to Yes: How to Negotiate Agreement without Giving In – a book by Roger Fisher, William Ury, and Bruce Patton of the Harvard Negotiation Project
Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want – a book by Linda Babcock and Sara Laschever (a follow up to Women Don’t Ask)
What’s your favorite negotiation tip or story? Share it in the comments below.