The business world is not made entirely of men. Over the past 30 years, women have tried to prove that they’re just as capable to negotiate, run a company, and be excellent leaders. Both genders have extremely different approaches as far as negotiations as concerned, and as much as we hate to admit, women are natural-born entrepreneurs. Their creativity, life experience, and passion for everything they do in life, makes them perform better in negotiations.
Are you a passive, principled, or aggressive negotiator?
Business people in general have to deal with three different negotiation styles: passive, principled, and aggressive. Women entrepreneurs should be able to identify these styles and they should adapt their strategies according the ones used by their counterparts. Although the principled concept is considered the best one, it’s also the most challenging. Aggressive negotiations are usually marked by evasive and abrupt behavior where those who adopt this style will try to dominate the business meeting, often using words such as “you” and “should”.
Most people think that aggressiveness is rude, but that’s not always accurate. Nobody likes to leave a negotiation table without having reached an agreement, so an aggressive negotiator will do his best to achieve his goals. As far as passive negotiators are concerned, the situation is completely different. They’re the type of people who would give up everything, without even asking for an interchange.
A passive negotiator doesn’t speak up, and he doesn’t offer arguments. They’re very easy to deal with, and a successful business woman will know how to take advantage of that lack of interest. The best type of negotiator, the principled one, will always try to find a mutually beneficial solution. Besides, he will try to lead the way to find common ground and meet the requirements of both parties.
Strive to obtain what you want
As you can see, things are very simple. The problem is that more and more negotiators attend negotiations without having thought of what they want to achieve. The belief according to which having control is more important than having a goal doesn’t attract women entrepreneurs, and this is one of the reasons why they’ve been more successful than men lately.
One of the main differences between men and women entrepreneurs is the fact that women don’t adapt very well to unknown situations. Although they can be true professionals, they end up experiencing what is known as an “aspirational collapse”. In other words, they’re more willing to give in and accept a compromise rather than fight to get what they want.
Join peer associations or coaching groups
Women haven’t run businesses for a very long time, and that’s one of the reasons why women doubt themselves. As far as men are concerned men, the situation is different; men have stronger personalities, they’re not emotional, and they don’t make a habit of exhibiting their feelings in public.
Don’t make unnecessary concessions
Small-businesses have developed a tendency to make unnecessary concessions especially if they’re more powerful, and women are prone to making compromises because they’re not used to having great power. Why would you do that? Why would sacrifice yourself and let someone else steal what’s yours? Fortitude can help business women be excellent negotiators. The key is to be determined to win, and as long as you have arguments to back up all your statement, you should have nothing to worry about.
Be an excellent chess player
Closing deals is like playing chess, and believe it or not women are excellent at setting up strategies. Plan your moves in advance, talk less, and find a way to keep your audience engaged. Unlike men who are more aggressive, women are more thoughtful in negotiations. They’re calculated, patient, and ultimately, thorough. Business men are reckless because they’re eager to close deals and walk away; women are more focused on building a relationship. They want to know their opponents in order to find the smartest approach to negotiate.
In every type of negotiation, women seek common ground and affinity. They’re more concerned with building a relationship than end up in a conflict, and that’s why they’re ready to produce durable, collaborative agreements. Unlike men, women are pacifists, they want to please the other party as well and not feel that they’ve manipulated them any way. Yet, women have their limits as well, and if they’re sensing that an opponent is trying to take advantage they won’t hesitate to be ruthless.