Next-Level Negotiating (HBR Women at Work Series)

INTRODUCTION

Every Negotiation Is an Opportunity to Learn and Deepen Relationships

by Amy Gallo, cohost of Women at Work

A few years ago, I almost hired someone to negotiate for me. My first book, the HBR Guide to Dealing with Conflict, had just come out, and I was starting to give talks and workshops based on it. But every time I spoke to a potential client—a conference organizer or the learning and development lead at a company—I would dread the point in the conversation where we’d discuss fees. I found it awkward and uncomfortable. I hated trying to figure out whether I should name a price or inquire what their budget was first. I hated feeling like my professional value was being debated. I hated knowing that, as a woman, I’d be judged ...