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 leadersand 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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