Management
Nov 08, 2023
Research from Professor Ashleigh Shelby Rosette found that the relational quality of women can lead to better negotiation outcomes
Conventional wisdom holds that you should be assertive in zero-sum negotiations—go first and start high. This quality of assertiveness is often associated with men, who are regularly viewed as better-performing negotiators than women.
But women’s bargaining style may be better at preventing negotiations from stalling, says... read more