Newswise — For women about to enter a negotiating situation, UAB marketing expert Karen Kennedy, Ph.D., has good news and bad news: "Research shows that women haven't fared as well as men in negotiating. Many times we think that the men have the answers because they are more comfortable in the situation. Effective negotiators are made, not born." Instead of anticipating a confrontation about something you want, like a promotion or a change in hours, focus on the mutual benefits of the goal, which can include greater productivity or office efficiency. Take a problem-solving approach. Anticipate questions and objections, argue your point with facts, understand others' needs and practice before the negotiating session.

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Women Negotiate like man Problem Solving
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