Changing the Narrative: Women as Negotiators—and Leaders

The reasons for women’s relatively slow ascension in the workplace have been a matter of considerable debate. This article explores why so much remains misunderstood about the challenges women face and why negative stereotypes—specifically, the view that women are innately poor advocates for themsel...

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Bibliographic Details
Published in:California management review 2017-11, Vol.60 (1), p.70-87
Main Authors: Kray, Laura J., Kennedy, Jessica A.
Format: Article
Language:English
Subjects:
Career advancement
Ethics
Female employees
Gender stereotypes
Managers
Narratives
Stereotypes
Women
Workplaces
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Summary:The reasons for women’s relatively slow ascension in the workplace have been a matter of considerable debate. This article explores why so much remains misunderstood about the challenges women face and why negative stereotypes—specifically, the view that women are innately poor advocates for themselves—persist. In fact, women possess unique advantages as negotiators, including greater cooperativeness and stronger ethics. But often those strengths are overlooked or severely undervalued. This article presents practical strategies for managers and negotiators of both genders to close the performance gaps and calls for changing the narrative on what it means to be a successful negotiator.
ISSN:0008-1256
2162-8564
DOI:10.1177/0008125617727744