Member-only story
I stumbled across some interesting results into negotiation tactics between men and women from an older paper (2017) by Dr. Hilla Dotan of TAU’s Coller School of Management and Prof. Uta Herbst of Potsdam University in Germany.
Let’s start with the bad news:
According to Dr. Dotan, who conducted these studies, existing research is “disheartening” for women:
- Men initiate negotiations four times as often as women
- Women negotiators generally achieve 30% less than their male counterparts
- 20% of women do not negotiate at all even when they believe they ought to
- Women consider negotiations a chore rather than a pleasure
So, this paints a pretty grim picture for women as negotiators.
But what is the good news then?
The interesting result is that when women are negotiating on behalf of others, in teams of friends, women were just as effective as men. Indeed men showed no differences in their effectiveness in teams.
“We found that women negotiate better outcomes when negotiating on behalf of others whom they care about. Men…
