Musings
There were actually nine muses, sisters, in Greek mythology, from whence the name of this ongoing column. When used with a capital—Muse— the term refers to an ultimate arbiter on things artistic and aesthetic.
I'm musing about whether women are inherently better at reflection, introspection, and pondering than men. In my experience, at least in the world of consulting, they are.
Women seem to have less to "unlearn" than men. That is, they have no ego-driven stake in the ground, holding desperately to past beliefs and emotional bonding. They seem much more willing to surrender an approach or tactic in the light of reason and pragmatism than do men, who often stay the course simply because, well, it's the course. The old bromide about men resisting asking directions wasn't germinated in a vacuum. There must be some recessive gene still archaically dealing with the hunt and courage, now finding its meek outlet in fearlessly and independently locating the correct on-ramp to Interstate 95.
I've also found on average—and I'm painting with a broad brush here, but bear with me—that women are more sensitive in business situations. That is, they listen more carefully and empathically. They appreciate nuance better, and can interpret the "gestalt" of the situation well, blending tone, body language, what wasn't said, and other factors into an accurate interpretation of what was intended.
So why, then, do women seem so often to struggle against "glass ceilings" and nonsense stereotypes (e.g., "He's assertive when he's strong, but I'm a bitch when I speak up!")? I think it's often because women are their own worst enemies in the business world.
I'm conducting a featured workshop at a major convention soon, and a woman wrote to the chair to ask him why there wasn't a single female keynoter among the five of us on the agenda. The chair wrote back that the convention chair, program chair, half the committee, and half the concurrent session speakers were female, so why not ask them? (A couple of years ago I learned that two-thirds of the meeting planners in New England were female, yet 80% of the speakers they hired were male. What to make of that?) On another occasion, an excellent piece on executive compensation in a major magazine was taken to task by a female correspondent who pointed out that the pronoun "he" was used more frequently than "she" or "he or she." That was her major learning point from the article.
After a speech at General Electric, one woman told me that I was the best speaker she had ever heard in terms of using "gender neutral" speech. Twenty minutes later another woman berated me for "not giving the same attention to women's questions as men's questions." I ignored the both of them.
When we have an all-encompassing, overarching, highly emotional agenda, it tends to trample everything in its path, including rationality, inquiry, and civility. (I'm just as unhappy with that "gender neutral" comment, because that woman should have been listening to my management points, not my pronouns.)
Please don't send me letters, I just work here. But perhaps women should revisit their Greek sisters who set the standards for positive reflection, and realize that they have everything going for them, and should stop getting in their own way. It's usually not about gender, but about confidence.
Negotiating made easier
Negotiating--anything--can be highly stressful, before, during, and after the fact. I acknowledge that there is a myriad of courses and workshops on the topic, all run by people who should know far more than I on the subject. But for what it's worth, here's my experience, regardless of the content and the culture:
- Allow the other person to open the discussion. Don't state your own position too early. You might just find you're in a better position than you had imagined.
- Be reasonable, low key, and calm. Emotionalism sill hinders more than helps, and volume sways almost no one these days.
- Know your "musts" and your "wants." Feel free to negotiate away or compromise the latter in order to preserve and protect the former. (A "must" is something without which you will not be successful, is reasonable, and is measurable. Therefore, a 10% pay increase can be a must, while a 500% pay increase can't be.)
- Stay factual and focus on observed behavior. Don't be judgmental. "You're offering me less than half of what I'm requesting" is a far better statement than, "You clearly don't respect me."
- Practice first. There is no objection we haven't heard. You may not be able to effectively rebut every objection, but it's inexcusable not to at least be prepared for them. If the other party says, "You're asking for something which no one else has ever been granted," the response, "Oh..." is not going to help you, but the reply, "That's because we've never had similar conditions to these," keeps you in the game.
- Use humor. If at all possible, promote civility and mutual respect. People are far more willing to make concessions and sacrifice their own ego for others whom they respect and like, but far less so for those they find objectionable, rude, and obnoxious.
- Live to fight another day. Don't take an irreversible position ("Then you'll have to fire me," "Then this relationship is over," "Then I'm not going to be there.") unless you have a genuine problem with values and ethics, and that's going to be rare. Otherwise, you've lost more than merely the current negotiation.
- Understand the other side. What is their self-interest? What are potential points of mutual agreement, and what appear to be unalterable opposing positions? Steer toward common ground, not antipodes.
- Provide options. Stay away from "take it or leave it" positions, and give your counterpart alternative ways to meet your needs, some of which may be far easier than others for him or her to accept.
- Tuck your ego away. This isn't about your worth as a person (usually) but rather about a specific transaction. If you view these as unalterable victories or defeats, you'll neither avoid the latter nor really rejoice in the former, since another contest is always just around the corner. Whatever happens, your self-esteem should be consistent (and high!).
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