Women's Attitudes, Skills and Fears about Negotiation
The numbers below represent an unscientific poll of women in business concerning their skills, attitudes and fears about negotiation. The women were asked to rate their agreement with the statements on a 1-10 scale with 1 being the least agreement and 10 being the greatest agreement. The numbers represent the average answer.
Here is an Excel spreadsheet of the data collected in this assessment.
|
I do not like negotiating over price |
8.4
|
|
It's easier for me to negotiate for other people
|
8.1 |
|
I negotiate for myself at least once a week.
|
8 |
|
I negotiate for my family/friends at least once a week.
|
6.3 |
|
Before negotiating a purchase, I do research |
5.7
|
|
Before I negotiate, I know my "bottom line"
|
4.7 |
|
Before negotiating I plan my arguments to support my offers/counters.
|
4.7 |
|
Before negotiating, I prioritize my
needs, desires, concessions, etc.
|
5.3 |
|
Before negotiating salary, I do research |
6.1
|
|
Before negotiating salary, I know my "bottom line"
|
4.9 |
|
Before negotiating salary, I make a list of non-monetary items to exchange
DIFFICULTY IN VALUING ONE'S OWN WORK
|
3.8
|
|
It is difficult for me to say "no." |
5.5
|
|
I am afraid I under value myself.
|
8
|
|
I am afraid I over value myself. |
4.8
|
|
I believe I fairly value myself.
FEARS ABOUT NEGOTIATION |
5.4
|
|
I am afraid that if I ask too much I’ll be harshly judged |
7.7
|
|
I am afraid of making offers that others might reject.
|
8.1
|
|
I am afraid that others will consider me pushy or too aggressive if I negotiate price
DIFFICULTIES NEGOTIATING
|
7.3
|
|
It is difficult for me to make an aggressive first offer.
|
8.3 |
|
It is difficult for me to make a counter-offer.
|
8.2
|
|
It is difficult for me to talk about my own value.
NEGOTIATION PREFERENCES
|
8
|
|
I do not enjoy selling. |
8.6
|
|
I do not enjoy being sold. |
8
|
|
I am more interested in everyone getting a fair deal rather than the best deal for me.
|
7.6
|
|
I believe competitive bargaining is necessary to get best deal.
|
4.3
|
|
I do not like competitive bargaining. |
8.7
|
|
I prefer cooperative negotiations to competitive ones. |
9.2
|
|
I prefer negotiations that make my bargaining partner as happy as me.
|
9.4 |
|
I prefer negotiations that end with a deal that gives me a better bargain than my bargaining partner.
|
3.6 |
|
I do care if my bargaining partner is happy with the deal.
|
7
|
|
I do not know what to do at impasse. |
7.8
|
|
I enjoy brainstorming solutions to problems with others.
|
8.9
|
|
I consider my bargaining partner a mutual problem solver.
|
7
|
|
I am afraid of offending my bargaining partner
|
7.9
|
|
Relationship is more important to me than money. |
8.2
|
|
I give up good deals to preserve relationships.
ATTITUDES TOWARD WOMEN AND SELF CONCEPTION AS A WOMAN
|
7.8
|
|
I don't like aggressive women. |
5.1
|
|
I consider myself to be an aggressive woman. |
4.5
|
|
I consider myself to be an assertive woman. |
7.7 |
Comments (2)
Read through and enter the discussion by using the form at the endRoxy - June 21, 2010 2:05 AM
Oh boy. This is golden. I have to reread these figures and give them some thought, so consider this comment 1 of 2. But thanks giving me something to chew on as I start a new week.
Vickie Pynchon - June 21, 2010 3:19 AM
Thanks for dropping by, Roxy. Sorry about the chart. I'll attach my Excel spread sheet tomorrow that you and others can download. You'll notice that there are internal contradictions in the survey, which is something I anticipated and frankly designed it to raise in the women taking it. We give the assessment again when the course is over & I'll let everyone know the results. I expect major changes. Last class, we didn't catch enough people before the last session for the comparison to be meaningful.
Loved the dad "ask" today. Lovely. Sweet.