Training women to negotiate a higher salary.

What is it about?

Women often underperform in salary negotiations due to inexperience and low confidence. This study shows that negotiation training systems can be used to learn women to adopt strategic empathy – a negotiation strategy based on perspective taking. Negotiation training then increases their confidence in salary negotiations.

Featured Image

Why is it important?

Employing empathic capabilities to discover what an opponent in negotiation wants, and use this information to strike a better deal (strategic empathy), is a very effective negotiation strategy. It combines the male strategy to negotiate dominantly with focused determination and the female strategy to take the other party’s perspective. Teaching women how to use strategic empathy in negotiation is important as it empowers them to obtain a higher salary and better secondary working conditions.