212 | Can We Talk? Why women don’t negotiate

Lodging Leaders show

Summary: This episode of Lodging Leaders explores why women in business often don’t negotiate and why they don’t win at the negotiating table as often as their male counterparts.<br> We identify some fundamental stumbling blocks and barriers to women’s ability to get what they want. And we offer experts’ advice on how to craft a negotiation strategy that works.<br> We talk to Nancy Medoff, a former leader in sales and marketing at Marriott International, and now founder of AthenaWise Strategic Solutions, a sales and marketing consulting firm. She is also on the faculty at the School of Hospitality Administration at Boston University.<br> We hear from Denise Reyes, a doctoral student at Rice University in Houston, who studies industrial and organizational psychology; and from Taylor Peyton, founder of Valencore Consulting. She is a professor at Boston University’s hospitality school, teaching leadership, organizational behavior and human resources.<br> Resources and Links<br> <br> <a href="https://www.forbes.com/sites/kimelsesser/2018/04/24/4-key-strategies-women-need-to-negotiate-a-higher-salary/#4b53cb4a15d9" target="_blank" rel="noopener noreferrer">4 Key Strategies Women Need To Negotiate A Higher Salary</a>, Kim Elsesser, Forbes, April 24, 2018.<br> <a href="https://www.pon.harvard.edu/daily/business-negotiations/women-and-negotiation-narrowing-the-gender-gap/" target="_blank" rel="noopener noreferrer">Women and Negotiation: Narrowing the Gender Gap in Negotiation</a>, Katie Shonk, Harvard Law School, Program on Negotiation, April 16, 2019.<br> <a href="https://www.pon.harvard.edu/freemium/salary-negotiations/" target="_blank" rel="noopener noreferrer">Free report</a> on salary negotiations from Harvard Law School.<br> <a href="https://www.amazon.com/Women-Dont-Ask-Negotiation-Strategies/dp/0553383876" target="_blank" rel="noopener noreferrer">Women Don’t Ask</a>, by Laura Babcock and Sara Laschever; Publisher: Bantam<br> <a href="https://www.inc.com/jessica-stillman/sheryl-sandbergs-best-negotiating-advice-for-women-is-only-2-words-long.html" target="_blank" rel="noopener noreferrer">Sheryl Sandberg’s Best Negotiating Advice for Women</a>, article and video, by Jessica Stillman, Inc., Oct. 24, 2017.<br> <br>