ARTICLES on NAVIGATING THE NEGOTIATION GAP:
- 3 of the Most Common Challenges Women Face in Negotiations, Harvard Business Review
- How Women Can Get What They Want in a Negotiation, Harvard Business Review
- Research: Simple Prompts Can Get Women to Negotiate More Like Men, and Vice Versa, Harvard Business Review
- We Often Overlook Opportunities to Negotiate, Harvard Business Review
- Why Women Fall Short in Negotiations (It’s Not Lack of Skill), Forbes
- Lean Out: The Dangers for Women Who Negotiate, The New Yorker
- Sheryl Sandberg’s Best Negotiating Advice For Women is Only 2 Words Long, Inc.
- The Surprising Power of Questions, Harvard Business Review
- Women in Real Estate, NAR
- Women in the Workplace Study: The State of Women in Corporate America (2023)
DOWNLOADS:
- Negotiation/Conflict Worksheet — use this worksheet to identify the players, the issues, the goals, and the alternatives in your next complex negotiation and to organize your thoughts, separate fact from assumption, and outline a clear goal and strategy
- Open-Ended Questions for Negotiations — a downloadable thought-starter designed to assist in brainstorming the crucial open-ended questions you should be asking in your next Listing Consultation, Buyer Consultation, and when negotiating your next offer/contract on behalf of your client. At the same time, this is not an exhaustive list, it should get you thinking ahead and doing the “homework” critical to your successful negotiation strategy.
- Also, if you’d like to download an insightful Negotiation/Conflict Style Self-Assessment, you can find it here. Additionally, here is the information about each of the five styles.
FURTHER READING/LISTENING:
- The Art and Science of a Successful Negotiation – Forbes
- Emotion and the Art of Negotiation – Harvard Business Review
- The Most Overused Negotiating Tactic is Threatening to Walk Away – Harvard Business Review
- Control the Negotiation Before It Begins – Harvard Business Review
- Negotiating with Emotion – Harvard Business Review
- HBR IdeaCast: How to Negotiate Better
BOOKS:
- Getting to Yes: Negotiating Agreement Without Giving In – Roger Fisher, William L. Ury, Bruce Patton
- Difficult Conversations: How To Discuss What Matters Most – Douglas Stone, Bruce Patton, Sheila Heen
- Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss
- Beyond Winning: Negotiating To Create Value and In Deals and Disputes, by Robert H. Mnookin (et al.)