Women-focused negotiation training: A gendered solution to a gendered problem

Abstract

The story by now is familiar: women are reluctant to initiate negotiations in the workplace. When women do negotiate, they ask for too little, they are too willing to accept early offers, and they are too quick to accommodate. As a result, women are repeatedly disadvantaged in salary, developmental opportunities, and other resources that they need for successful careers. In this chapter, we consider whether women-focused negotiation training might offer a gendered solution to the gendered problems that women face in workplace negotiations. Historically, negotiation training has focused on best practices that are treated as gender-blind. In contrast, women-focused negotiation training assumes..