The Transformative Negotiator: Observe the Gender Gap
In The Transformative Negotiator, the chapter “Observe the Gender Gap” draws attention to how men and women are perceived differently in the workplace. There are plenty of examples of this, but the author highlights a few specifically.
Men are often rewarded for hard negotiation, while women are not.
Also, for men, success and likability are positively correlated, but for women, they are negatively correlated.
Femininity in men is often punished while masculinity in women is rewarded.
This demonstrates the upholding of social norms and expectations based on gender in the workplace, while this is discouraging, keeping it in mind can change your negotiations for the better. Attributes deemed feminine or masculine can contribute to a successful negotiation, depending on your negotiation partner. Preparedness, which Michèle Huff highlights the importance of throughout this work, helps mitigate obstacles presented by gender differences, and the same is to be said for other differences between negotiators. Negotiate with your negotiation partners rather than at them.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com