Marissa Mayer: I come off sometimes as aggressive and then other party shuts down. That is such an interesting conundrum of how do I get through this negotiation as quickly and efficiently as possible while also not damaging the relationship. Women are often seen when they're advocating for themselves as being pushy or bossy, she says. So even though we want to be direct, we have to recognize one how we're being perceived and manage that process. It's in your best interest not to circumvent that process because that could be detrimental at the negotiation table.
How can we get better at negotiating? We hear from a butter maker and entrepreneur about a sensitive deal she recently navigated and then use that experience to draw out the principles and practices essential to any negotiation. Ashleigh Shelby Rosette, a professor who studies and teaches negotiations, gives advice on achieving our objectives in a deal, no matter the context.