Are Latinas Good Negotiators? No!


, , ,


The problem of over-achieving women receiving under-achieving results is everywhere. So why is that?  In a word, ‘negotiation’ says Mariela Dabbah, best-selling Argentinian-born author of “Find Your Inner Red Shoes.”
– Women are convinced that their circumstances are fixed and out of their control, whereas men tend to see negotiation possibilities everywhere.
– Women see common interest and try to find a joint solution, whereas men say, “This is what I want and I won’t budge.”
– A women’s sense of entitlement is weaker in females than in men. A study conducted by two psychologists found that females would pay themselves 19% less than males would for the same task.
– Unlike men, women don’t lobby for pay raises *in advance* of performance evaluations. Then when pay-raises occur, managers (male or female) think Jane didn’t ask for anything so I can give her a smaller share, and give John what he wants so he doesn’t quit.
– Studies show an aggressive attitude sometimes displayed by men generates a negative perception if exhibited by women.
Mariela Dabbah, author of “FIND YOUR INNER RED SHOES: STEP INTO YOUR OWN STYLE OF SUCCESS” (CA Press, May 2013) offers the evidence, research, and recommendations to empower and inspire diverse audience to take the steps needed to fulfill their dreams.
Dabbah believes the secret of negotiating for women lies in knowing your worth, keeping your integrity, being true to yourself, and creating alliances with men who could support you throughout the negotiation process.  Find Dabbah’s tips on helping women become better negotiators below and please let me know if you’d like a review copy, guest post, or interview.
10 TIPS TO BECOMING A BETTER NEGOTIATOR FOR WOMAN (Expert available to elaborate)
1.) Establish clear goals. Ask for what you need and what you want.
2.) Equip yourself with knowledge of what’s fair and typical.
3.) Make a list of what you are willing to give up and what’s non-negotiable.
4.) Talk about your achievements objectively and use numbers to quantify your achievements.
5.) Earn more than a salary – negotiate your vacation time, work-at-home time, title, office space, promotions, projects, budgets, and responsibilities.
To read the full story: