Gender issues in negotiation arise from often unconscious stereotypical beliefs about how women ought to behave. This makes gender a very important aspect when talking about negotiation, because perceptions of gender are linked to thoughts of power and status
It’s not you
It’s what the other person sees. If they see a woman, chances are they will expect the negotiation to be easier and give you a harder time. The trick is to negotiate in a way that minimizes the negative effects
Disagreement affects us
If a woman is clear and unequivocal in her disagreement, she might be perceived in a more negative way than a man and be judged accordingly. Knowing this can make it easier to deal with
Insist on transparency
Finding out what competencies are valued at work and how others are compensated can highlight a possible structural inequality. Push for a revision of the organizational structures that might create unequal opportunities
Be visible
Find ways of demonstrating your skills and showing your results on a regular basis. You may think others see you, but make sure they do, just in case…
Take credit
Make sure you also take personal credit for the things you achieve, as well as what you achieve in collaboration with others. Do this in a way you are comfortable with, but please do it
Damage control
If you expect strong resistance to your demands, you can send your proposal before the negotiation and avoid a negative reaction face-to-face
Facilitate the process
Help everyone negotiate in a constructive manner. Facilitate the process using questions, ideas and balanced proposals instead of arguments and discussion
Change the lens
If you suspect that negative gender bias is at play, make sure to talk about yourself in terms of your competencies, role or status: ‘As team-leader my experience is…’ or ‘In all my years working as a senior consultant…’ Slowly, you will make others see you as a woman and a leader/expert/experienced coworker
Promote other women
Make sure to highlight other women’s achievements and help them become visible
Watch out
We are all biased, so ask yourself if your negative perception of a woman might also have something to do with stereotypical thinking? Would you see her in the same light, if she were a man?