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Negotiation is a complex process. It requires bargaining of relationships,
power, roles, and "shadow negotiation" (i.e. relationship and conduct issues).
The outcome is based on a process and is most effective when you can draw the
other person into a collaborative relationship.
When it comes to negotiations research suggests that women don’t do as
well. Women and men still tend to be perceived by others as having certain
attributes.
An important issue in women and negotiating is the way women use language.
Women’s speech has long been viewed as “powerless”. This “powerless” speech is
demonstrated through the use of tag questions and disclaimers. Asking approval
after making a statement, or statements including comments such as “kind of “,
or “ I may not have as much as experience as some, but…”, is weak and can
display a lack of confidence or authority.
Ways to "Power-up" your language
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Energize before negotiations-rehearse.
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Avoid weak words and sentences.
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Do no apologize unless you have done something
wrong.
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Avoid using a voice tone that lacks authority.
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Determine fast or slow pace by level of
formality.
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Be aware of fidgeting.
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Maintain strong posture.
Improving how you handle language will help you gain confidence, keep the
focus for both you and the person you are negotiating with on the problem, and
help work toward solutions that will benefit all parties.
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