Martha, I know you have some research around being nice in a negotiation and what that does and doesn't do for you. Everything that we talked about in the last couple of episodes as well is needing to be perceived as nice and likable but also authoritative. So how does the relationship you have with your boss or whoever you're negotiating with factor in? Martha: How do I think about building the relationship that will bring me the credibility, the ease of conversation, whatever it is that will get me what I'm asking for.
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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