About Us

Victoria Pynchon

As the co-founder of She Negotiates Consulting and Training, I offer my services as a keynote speaker, trainer and consultant....

She Mediates

ADR Services, Inc.

She Negotiates

She Negotiates

The 33 cent wage and income gap is unacceptable and unnecessary. So is the cliché glass ceiling. Bottom line, our...

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

 

 

 

 

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.

 

 

 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.

 

 

 

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 end
Roxy - 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.

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