Originally published on IEDP
Overcoming the Barriers that Prevent Women Excelling in Negotiation
Traditionally men have been seen to be better negotiators than women, and this is often cited as a reason why women lag behind in terms pay and career advancement.
Organizations need to see beyond this to maximise the talent available to them, and to give able women a fair chance for advancement despite the negotiation gender bias. Furthermore, organizations can benefit greatly from adopting a female approach to negotiations.
New research from Professor Jessica Kennedy of the Owen Graduate School of Management, Vanderbilt University and Professor Laura J. Kray of Haas School of Business...
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