NEGOTIATION STRATEGIES FOR WOMEN SECRETS TO SUCCESS
About the Program on Negotiation at Harvard Law School
Copyright © 2013 by Harvard University. This publication may not be reproduced in part or whole without the express written permission of the Program on Negotiation. You may not forward this document electronically.
Widely recognized as the preeminent leader in the field of negotiation and negotiation research, the Program on Negotiation (PON) is an interdisciplinary, multi-university
research center based at Harvard Law School. Offering timely executive education
programs, teaching negotiation resources, the Negotiation Briefings newsletter and
Negotiation Journal, special community events, and webinars, PON is a one-stop
resource for both aspiring and accomplished negotiators.
Our faculty have negotiated peace treaties, brokered multi-billion dollar deals, and
hammered out high-stakes agreements around the globe. They are prominent authors,
leading researchers, and distinguished professorsmany of whom have originated the
negotiation strategies used by many of the worlds must successful leaders and they
teach at PONs renowned programs:
Negotiation and Leadership PON Seminars
Harvard Negotiation Institute Summer Programs Negotiation Master Class
Learn more or register at pon.harvard.edu/executive-education/
Negotiation Briefings, which serves as the basis for this special report, draws on ideas
from leading authorities and scholars in the field of negotiation to help you realize
greater success within your team, and with your counterparts, peers and employees.
Learn more or subscribe at pon.harvard.edu/publications/
Table of Contents
1. Why Women Sometimes Ask for Less Page 2
2. Dear Negotiation Coach: Negotiating the Gender Gap Page 4
3. Women Negotiators and the Backlash Effect Page 6
4. The Sandberg Effect: Why Women Are Asking for More Page 7
5. Dear Negotiation Coach: Pushing for Better Results Page 11
6. Women Negotiators: Focus on Power and Status Page 12
7. Dear Negotiation Coach: A Closer Look at the Gender Gap Page 16
8. Women Rising: The Unseen Barrier Page 18
Executive Committee
Max Bazerman Harvard Business School
Gabriella Blum Harvard Law School
Robert Bordone Harvard Law School
Jared Curhan MIT Sloan School of Management
Alain Lempereur Brandeis University
Robert Mnookin Harvard Law School
Jeswald Salacuse Tufts University Fletcher School
James Sebenius Harvard Business School
Guhan Subramanian Harvard Business School
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