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Women, Negotiation, and Career Advancement


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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