Fey Ugokwe, J.D., Founder/Editor-in-Chief of ADRPages.com and Mary Greenwood, J.D. discuss women negotiators

Fey Ugokwe, J.D., Founder/Editor-in-Chief of ADRPages.com and Mary Greenwood, J.D. discuss women negotiators in The Art of the Deal in Turbulent Times.

Fey's Q: What is the most egregious error that lay female bargainers typically commit, in your opinion, when attempting to negotiate the capture of such key items like houses and cars---especially when dealing across the desk from male sellers—and how should they avidly avoid such missteps?

Mary's A: There are stereotypes that women cannot negotiate as well as men--that women are not as aggressive, take things too personally, or are too emotional. I believe we [heard] some of [these stereotypes] when Hillary Clinton was debating. I don't believe these stereotypes are true. Since [a woman] may be subject to a higher standard, she has to play [the] part and look the part. Being a good negotiator is like being a good actor:

1. Never Let Them See You Sweat--it is important to check your emotions at the door before trying to negotiate anything. Emotions can make one lose control...[e.g.] nervous, upset, or unsure...[a woman] needs to focus on what she hopes to accomplish, and tell herself that nothing is going to stand in the the way of her goal;

2. Be Prepared--if [women] feel they are not taken seriously, [they] have to work extra hard [and] do their research. If not completely prepared, consider delaying the start of the negotiation;

3. Look the Part—a woman should set the tone of the negotiation the moment she walks into the room. She must give good eye contact and be a good listener. She must dress professionally and not have anything distracting like chunky jewellery or a quirky hairdo. In the debates, Hillary [Clinton]’s and Sarah [Palin]’s suits and hairdos were often of interest.

For the full interview with Fey Ugokwe and Mary Greenwood, see www.ARRPages.com