What you will learn:
Negotiating as a woman is different. In fact, research shows that women often receive less desirable outcomes when they ask for more. As we consider this reality, a simple explanation frequently arises: Women hesitate to ask for what they need, are too focused on relationships, and need to be more confident.
Here's the thing—while research shows that women typically leave the negotiation table with less, it does not indicate that women consistently negotiate with less confidence. Should we negotiate for more, more often? Absolutely. But is a lack of confidence really what perpetuates the gap?
In this course, we will address three key questions: Why do women see different outcomes? What skills can we use to navigate negotiations right now? And finally, how can we push forward for a better future? Examples in this course are tailored to the audience, and participants are given opportunities to try their hand at new skills with small exercises and role plays. As a takeaway, this Elective includes a group discussion guide for continued conversation. The goal is that with some applicable skills in hand, we're likely to leave feeling more confident, too.
About the instructor:
Rachel Moore is the founder and lead educator for The Human Factor. Dedicated to making negotiation and advocacy accessible to all, Rachel is passionate about translating skills, frameworks, and proven theory into relevant-to-me examples and actionable guidance. Her dynamic, hands-on approach to education has led her to teach in multiple arenas, including corporate training, executive education, and graduate-level negotiation courses for MIT. Rachel has designed negotiation curriculum for the MIT School of Engineering and Sloan School of Business, and guest lectured to audiences that run the spectrum—from creative university programs, local professional organizations, youth conferences, and corporate audiences. In addition to leading The Human Factor, Rachel is a lecturer at Northeastern University's D'Amore-McKim School of Business.
Along with her work as an educator, Rachel is an experienced strategist focused on organizational innovation in complex environments. In this work, Rachel partners with clients as they pursue the tough challenge of developing the future of their business. Rachel works with individuals from the executional level to the c-suite as they negotiate conflicting goals, organizational complexity, and human dynamics to close deals and form effective, sustainable teams. Her notable clients include, Visa, GE, Disney, NASA, and Boston Children’s Hospital.
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Suggested Length75 min
# of Employees48
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