How to Manage: Negotiating for Your Team

Women at Work

Harvard Business Review

Entrepreneurship, Workplace, Business/management, Business/entrepreneurship, Progress, Resources, Gender, Equality, Business/careers, Women, Hbr, Careers, Management, Business, Harvard, Human

4.8 • 1.5K Ratings

🗓️ 19 June 2023

⏱️ 31 minutes

🔗️ Recording | iTunes | RSS

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Summary

When you manage people, they ask you for things: to extend a deadline, to make an exception, to give them a raise or more resources. Maybe they don’t even have to ask; you notice the need and start thinking about how to meet it. Negotiations professor Martha Jeong explains the mindset, framing, timing, and tone that’ll position you to get the most mutually beneficial solution.

Transcript

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0:00.0	Once your business gets to a certain size, the cracks start to emerge.
0:05.0	Things you used to do in a day take a week.
0:08.0	You deserve a customized solution, and that's NetSuite.
0:12.0	Learn more when you download NetSuite's popular KPI checklist,
0:17.0	absolutely free at NetSuite.com slash women at work.
0:21.0	That's NetSuite.com slash women at work.
0:27.0	You're listening to Women at Work from Harvard Business Review.
0:33.0	I'm Kelsey Alpeio, and I'm Amy Bernstein.
0:39.0	When you lead a team, they come to you with requests
0:42.0	to extend a deadline, to get a raise, to get more resources.
0:47.0	Maybe they don't even have to ask.
0:49.0	You just notice the need, and you start thinking about how to meet it.
0:54.0	Personally, I found negotiating for others to be energizing in a way
0:58.0	that negotiating for myself wasn't.
1:01.0	I didn't hesitate so much or worry about coming across as aggressive.
1:05.0	I actually got what I wanted more than usual.
1:07.0	That was my experience, too, and research shows that a lot of women
1:12.0	have that very same experience.
1:14.0	It seems to me that we become more free to negotiate in a way
1:19.0	that's most effective when we are worried less about this gender backlash.
1:23.0	Martha Jung is a management professor at the Hong Kong University of Science and Technology.
1:29.0	She studies the ways people act when they're negotiating
	...

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