Making the Deal: Women as Negotiators

Negotiating is no game. It is not for the weak or the fragile. It takes assertiveness and someone who feels comfortable in the mano-a-mano world of business. Can women negotiate the deal as well as their male counterparts? Absolutely! In some cases, they may even do a better job. Women have a definite edge at the negotiating table because of their instincts and natural power of persuasion.

Women usually look for a win/win in negotiations. In Getting to Yes, the classic book on negotiation by the Harvard Negotiation Project, it was reported that the win/win strategy work best in negotiations. In order to avoid future resentments, all parties should come away feeling good about the resolution of a problem.

Traditionally, it is thought that whoever is on the other side in negotiations is the adversary. However, women tend to want to develop a relationship with the other person and take into account the needs and difficulties of both sides. Women also tend to collaborate and help one another if problems arise.

What traditional businesses have missed for far to long is the understanding that personal relationships, not the contract, profit margin, or delivery date is what give one the competitive edge. Historically, women have been seen as poor negotiators because they are influenced by the other party's situation. But if the truth were told women will more often than not work with their adversaries to reach a solution that is good for everyone involved.

Negotiating is a critical skill for all women aspiring to succeed in the business world. For those women who feel they are not good negotiators, they simply need to remember their natural talent of persuasion. Keep in mind even good negotiators will sometimes make mistakes. The key to avoiding these mistakes are: (1) attack the problem and not your adversary; (2) try to come up with several options; (3) never treat negotiations as a contest; (4) never threaten and (5) never give in to something that is contrary to what you believe is ethical.

The playing field for women in this arena has never been level. But women who have empowered themselves with the skills, knowledge, and confidence to negotiate at top levels have chosen a path that ultimately challenge the entrenched structures which have always hampered them. Women from childhood have been conditioned to be excellent negotiators. So ladies, do not be afraid to step up to table and negotiate with the big boys. Master the art of negotiating, use it with confidence, and the only limits to what you can achieve will be those placed upon yourself.

Ms. Lewis is President and CEO of The Deline Institute for Professional Development, a training organization which provides workshops and seminars geared toward businesswomen. Ms. Lewis is a native of New Orleans, Louisiana. She is an Adjunct Professor at National-Louis University, where she teaches Human Resource Management. Ms. Lewis has conducted training for the Federal government on Diversity, as well as EEO regulations and guidelines. Ms. Lewis is a certified trainer with the Professional Women Network, specializing in the area of Diversity with an emphasis in Women's Issues. Ms. Lewis is a member of the Professional Woman Network and Professional Woman Speakers Bureau; the National Association of Female Executives; The African American Federal Executive Association and Federally Employed Women. Ms. Lewis' knowledge of business and professionalism is supported by 21 years of work experience in the military and 18 years of continuous work experience as a civilian with the Federal government.

---

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the... Read More

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

Managing the Sales Negotiation Process

How many times have you heard:"You've got to drop your... Read More

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Can a Service Be a Commodity

Well Enron dealt with this a little for instance an... Read More

7 Tips for Bartering Products and Services

What better way to gain a new customer than by... Read More

Power Pricing - Getting the Right Price for Your Products and Services

There's an old joke about the New York City blackout.... Read More

Better Internal Proposals

A colleague of mine has a problem. We belong to... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

A One Stop Financial Solution

Amy Wright, 34, was extatic when her realtor showed her... Read More

Negotiating Tactics: How To Strike A Negotiable Opening Shot

There is no right or wrong to fire up your... Read More

How To Make An Inflexible Bureaucrat See You As A Person

Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

Resolve Conflict In 6 Easy Steps - The BEDROL Method

The principles of Negotiation can work for you in any... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal... Read More

The Art of Haggling

Did you know that at one time in this country... Read More

How To Deal With A Complainer

How To Deal With A ComplainerA Complainer Is Characterized by:1.... Read More

Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good... Read More

Barter: Its Not Just for Doctors Anymore

Time was, in the country, the local "doc" was as... Read More

The Ultimate Truth in Persuasion

OK, so you want to improve your persuasion power right?Why?... Read More

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact,... Read More

How to Change Somebody?s Mind

Believe me, it's not easy! And sometimes, it doesn't work... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

Negotiate to Your Advantage

The hardest and most important part of any negotiation is... Read More

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate... Read More

Guidelines for Ambassador Appointments

Ambassadors to other countries are a vital part of international... Read More

Games are a Reflection of Behavior

You are standing on a small stage yelling, "What's the... Read More

Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

I would like to comment on the "A Beautiful Mind"... Read More

What Are The Four Types Of Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen... Read More

Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You

Based upon my research of over 300 managers in the... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More