Hostage to Negotiation

I’ve spent many hours this month researching the topic of financial negotiation as it applies to women in the workplace. The data is thought-provoking, especially when you consider leadership competency and education. (If you’re interested in seeing why effective negotiation is critical to career success, especially for women, you can see that Forbes article here.)

One main concept I gleaned from this work is that most people (both men and women) express discomfort with the idea of having to negotiate things like a salary or benefits at a new job. In fact, any transaction where finances are involved becomes instantly more stressful when you add a negotiation component into the mix.

Here’s an example: In a highly scientific straw poll I conducted this week, most people said the excitement of purchasing a new car is dampened by the idea that they’ll have to negotiate the price. The effect is two-fold. They (1) hate having to haggle, and (2) always walk away feeling as though they could have done better. After all, if the other party agreed to the current terms, what else might they have agreed to?

You’d think we’d all be experts at this negotiation thing, given that we’re all doing it, all the time, in every aspect of our lives. Oh, sure, we don’t always call it that— we may call it bargaining, compromise, or conflict resolution, but it all amounts to the same thing.

Continue Reading