Across the industrialized world, female workers earn less than men. In previous research and books on the subject, two widely accepted claims emerge that, it is believed, help explain the discrepancy: Claim 1) Women are less likely to ask for raises than men. Claim 2) The reason they don’t ask as much as men is […]
Read More… from Women Do Ask For Raises – But Don’t Get Them
Do you wake up every morning and cannot wait to start working? Have you been challenged and fulfilled in every step of your career journey? Throughout your many jobs, do you always get the same joy out of working? If so, you have built a ‘career with a heart.’ A career with a heart is […]
Read More… from Negotiate a Career with a Heart for You and Your Employees
A flinch is defined as any show of shock, disgust or disbelief in response to a first offer. Do flinches work for negotiators, or are they counterproductive, and end up damaging the negotiation? Past research has shown that making a first offer can put you at an advantage over your counterpart. Which is more effective: […]
Read More… from How to Use Disbelief and Strategic ‘Flinches’ in Negotiations
Why are some women negotiators better than others? The answer may lie in whether or not women believe that their gender and professional identities are compatible or not. Women who believe their gender and professional roles are compatible — women who are in the social science terminology “high on gender/professional identity integration,” or GPII, are […]
Read More… from Why Women Who Blend Gender and Professional Identities Are Better Negotiators
Would you seek help from someone who has rejected you in the past? Most people are hesitant to ask for favours the first time around, let alone ask someone that has already refused one. However, according to a study led by Stanford University’s Daniel Newark, we often overestimate the chance that our requests will be […]
Read More… from Once Bitten, Twice Shy? Past Refusal and Future Acceptance
There is a lot of cultural lore about the power of eye contact as an influencing tool. Business leaders, salespeople and many others have long been urged and trained to engage in eye contact with their audience – whether that is an individual customer or a convention of thousands. It has been taken as read […]
Read More… from In the Eye of the Beholder-When Eye Contact Fails to Persuade
The concept of negotiation as a ‘battle of the sexes’ is not new; in fact, in the 1990s, MBA students on a negotiation course were asked who they thought had the advantage in negotiations, and the overwhelming reply was ‘men’. This perception has little changed today. But according to this Idea, women have higher ethical […]
Read More… from Ethical Lapses in Negotiations – A Male Tendency
Studies have shown that anger can be an effective management technique to spur a response from employees, and equally effective in negotiations to demonstrate toughness, ambitious goals, and resistance to making any concessions. However, in previous negotiation research, negotiators had no reason to doubt the sincerity of the anger of the other party. Stéphane Côté […]
In a typical negotiation process, one of the parties will make an opening or first offer, which is then met by the recipient of that first offer. Prior research has shown that negotiators ‘anchor’ on this first offer, which means that the resulting settlement will be biased toward the first offer. Four academics from Columbia […]
Read More… from Precise First Offers in Negotiations Vs Rounding
It is standard practice for corporations to have a conference call with stock market analysts after quarterly earnings are released. In this call, executives make a presentation concerning the earnings report then take questions from the analysts. It is these conference calls that researchers from University of Virginia’s Darden School of Business and NYU’s Stern […]
Read More… from How Time of Day Impacts on Business Conversations
