Negotiation Skills

Lecturer: Gaby Rockmann and Carl Emerson, Rockmann Consulting

Course content: Gender disparities in negotiating have serious implications for companies and the reality is that many women report feeling much less confident about negotiating than men do. Women typically don’t ask for raises, promotions, or better opportunities. Unlike men, they don’t ask for recognition for the work they do. Studies show women are less likely to negotiate than men, but effective negotiating skills are absolutely essential for both companies and female employees.

Why women are less likely to negotiate than men, the consequences of not negotiating, and how women can be their own worst enemies during a negotiation are important components of the Seminar. Participants will study the differences in language, style and manner between the genders when negotiating. Case studies will be used to role play and highlight successful and unsuccessful negotiations.