Monica Giannone ’06
“Everything is negotiable until proven otherwise.”
“I often give negotiation training to women who want to know the secret to creating better outcomes in meetings, formal negotiations, and conflicts with partners and friends. The research proves what we may anecdotally know to be true: Women get less in negotiations than do their male counterparts. So what do I tell them? I have three pieces of advice, all supported by the best research in the field but also informed by lessons I first learned at Kent Place.
“Problem. Women attain less in negotiation when the situation encourages ambiguity.
Solution. Know what’s fair. A key to success in negotiation is to know what’s objectively fair: What’s a fair salary for this work? What are others getting? What standards can I call on? KPS taught me always to come prepared, to diligently do my research so I can advocate for myself and my beliefs.
“Problem. Women achieve less when negotiating for themselves and more when negotiating on behalf of others.
Solution. Know who your people are. We don’t negotiate in a vacuum, and Kent Place taught me that the community you surround yourself with is essential to success. Reminding yourself whom you represent even if not physically there with you helps you be a better advocate — for yourself or for others.
“Problem. Women perceive fewer opportunities as negotiable. Solution. Everything is negotiable until proven otherwise! KPS taught me that curiosity, asking questions, and understanding what’s behind a decision are vital to leadership and success. These lead to having the confidence to find opportunities to negotiate and create better outcomes.”