Specifically, participants were asked to imagine that they were selling their used car, which had a minor (missing fuel cap) and a larger (intermittent transmission) problem. In one study, participants read a negotiation scenario, which provided the possibility for negotiating deceptively. In a recent paper published in Organizational Behavior and Human Decision Processes, three studies examined how women and men would react to opportunities to act deceptively in exchange for financial gain. What does that have to do with women? Our research suggests that they are, quite simply, better at creating value through collaborative exchanges. These success-promoting actions are aided by a firm commitment to seeking mutually beneficial solutions in other words, a moral perspective that values all parties’ interests and not just self-interest. Negotiation science tells us that crafting “win-win” solutions requires good-faith negotiating that is characterized by courageous and accurate self-disclosures, curious questions, and optimal trade-offs between competing demands. In fact, women bring unique strengths to the negotiating table-strengths that the prevailing masculine paradigm prevent us from seeing.

Getting ahead often means doing whatever it takes, even if you’re acting unethically.Īs researchers and teachers of negotiations and leadership with over 40 years of combined experience, we believe that this message is misguided. There is an assumption that success means being more aggressive, in control of emotions, and strategic and calculating in your decisions.

The prevailing message to women in Western society is that if you want to succeed, act more like men. Sallie Krawcheck’s experience is a high-profile example of what many businesswomen discover early in their careers-often as early as business school: Many of the underlying values and tactics of the business world, while in line with traditionally masculine values, are antithetical to the way women think. However, as time went on, her answer transitioned to, as she now says, “Well, maybe.” From the GGSC to your bookshelf: 30 science-backed tools for well-being.

Are Men the Weaker Sex? by Josette Sona