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Does it matter that women equate negotiating with going to the dentist?

When choosing a metaphor to describe negotiating, men choose “winning a ballgame,” whereas women pick “going to the dentist.” Does it matter?

You bet it matters!

It matters because expectations motivate behaviour. If you regard negotiation as painful or see it as a burden you are more likely to shy away from the behaviour, which means more women than men tend to avoid negotiation - and for good reason. Women fear that they will be disliked or penalized for making the ask, and often they are right.

But that doesn't mean that women should avoid negotiating. What it does mean is that women need to negotiate in a way that will decrease the likelihood of that backlash.

Want to go further and learn more about effective Negotiation Skills? Join our Master Class

June 21, 2023 from 7:00 to 8:30 pm.

To your negotiation success!

Dr. Gill

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