Kelsey Alpeo: I found negotiating for others to be energizing in a way that negotiating for myself wasn't. Martha Jung is a management professor at the Hong Kong University of Science and Technology. She studies the ways people act when they're negotiating and which behaviors are effective. Being warm and friendly backfires in certain situations, she says.
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. As successful as women tend to be at advocating on behalf of others, knowing which approaches research shows are most effective will only strengthen your case.
Negotiations professor Martha Jeong explains the mindset, framing, timing, and tone that enable us to attain the money, help, and opportunities that keep our direct reports happy and in top form. She also explains how to set expectations with them to prevent you from feeling too much pressure to attain exactly what they asked for, and too guilty when you can’t.
Guest expert:
Martha Jeong is a management professor at the Hong Kong University of Science and Technology.
Resources:
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