Research indicates that women - even high-ranking women in leadership positions - face a fundamental obstacle when negotiating: women come to the negotiation table with lower perceived status and less power than men. Women must tread carefully in attempting to level the playing field, though, because negotiating with a stereotypically “male” style could result in social consequences that negatively affect the outcome of the negotiation. The burden is on women, therefore, to skillfully adapt their negotiation style to suit the styles of other negotiators and the context of the situation.

As women in leadership roles ascend the ranks of their organizations, they face increased responsibilities to negotiate successfully for their teams and institutions as well as themselves. This course, designed specifically for women in leadership by Deborah Streeter, the Bruce F. Failing, Sr., Professor of Personal Enterprise at Cornell, challenges learners to evaluate their negotiation style through the lenses of gender and power and use their emotional intelligence to tailor their style to any situation. Learners will explore advanced negotiation techniques that help women capitalize on their strengths and avoid triggering the double bind in negotiations.